EDITOR ’ S QUESTION
MYLES LEACH , MANAGING DIRECTOR , NFON UK
We only work with resellers and don ’ t sell to end-users directly . We get great benefits from this . We gain instant access to a much wider end-user customer base , helping us break into new vertical markets and our partners have the confidence that we won ’ t ever be in competition with them as their success is crucial for ours .
Enabling and supporting our partners is our number one priority . Our comprehensive wraparound support structure means that we measure success in terms of how prepared and confident our partners are taking our solutions to market and that their MRR [ Monthly Recurring Revenue ] is growing . We work hand-in-hand with them to achieve this . They are true partnerships .
We find a lot of new and smaller partners , particularly those new to the CX market , usually start as commission partners , selling our services to their business customers and receiving a commission on every deal they make on both MRR and NRR [ Net Revenue Retention ]. This is attractive to them because we take all the financial risk and look after pricing and billing . And then when they are ready and if they wish to , we help upwards develop them to our wholesale model giving them complete control over their pricing , margins and ownership of our customers . Be it commission or wholesale all our partners enjoy our wrap-around support model as part of their partner programme , and I think it is fair to say receive an excellent partner experience because of it .
and looking to consolidate their services , providing their customers with a complete IT and communications service from one supplier under one monthly invoice .
With the market driven by what the customer needs , our partners are able to collaborate directly with us , sharing their customers ’ requirements back to us . In turn we will use that information to develop new features and technology solutions . Our R & D schedule is very much based on what our user-customers want , and as we own and develop our own technology , we can be agile and highly reactive to the ( ever ) changing needs of the market . x
WITH THE MARKET DRIVEN BY WHAT THE CUSTOMER NEEDS , OUR PARTNERS ARE ABLE TO COLLABORATE DIRECTLY WITH US , SHARING THEIR CUSTOMERS ’ REQUIREMENTS BACK TO US .
In addition to this , we also provide Marketing , Professional Services and Support-as-a-Service for any of our partners who have limited internal resources , lack a dedicated engineering , technical department or marketing function , or who simply face major time constraints . This has worked especially well with , for example , IT resellers breaking into the comms market
www . intelligentcxo . com
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