The Broadvox VAR On-Boarding Process...

David Byrd : Raven Call
David Byrd
David Byrd is the Founder and Chief Creative Officer for Raven Guru Marketing. Previously, he was the CMO and EVP of Sales for CloudRoute. Prior to CloudRoute, He was CMO at ANPI, CMO & EVP of Sales at Broadvox, VP of channels and Alliances for Telcordia and Director of eBusiness development with i2 Technologies.He has also held executive positions with Planet Hollywood Online, Hewlett-Packard, Tandem Computers, Sprint and Ericsson.
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The Broadvox VAR On-Boarding Process...

Proper on-boarding of a VAR is very important to their success as a reseller of our product offering. As stated before SIP is to new to assume that VARs understand the marketing, selling and installation of SIP Trunks. To that end, it is always a pleasure when an OEM agrees to the value of the effort and sponsors the initial session. This summer we have been invited by Panasonic, ESI and NEC to meet their dealers. In exchange, we introduce them to SIP Trunking.

The SIP Trunking introduction consists of explaining what a SIP Trunk is verses VoIP. This is certainly worth noting as too many think they are unrelated and others mostly the same thing. SIP is different enough as a product to warrant a brief tutorial.

Next, there is the discussion of timing. Is the market ready for SIP? If so, which markets, what company sizes and what decision criteria? Obviously, at Broadvox we believe the answer is yes to the first question and the other elements of the question can vary depending upon the VAR's business practice or focus.

Next, there is the discussion of the product offering. In the case of Broadvox, we have three primary offerings, a secondary offering and options that can be applied to customize the product to a customer's specific need. The primary products are GO!Local (offering unlimited local calling), GO!Anywhere (offering unlimited local and long distance calling) and GO! Domestic  (offering bundled minutes without a concurrent call session limitations). These primary products can be purchased separately or together to fit the needs of an SMB or an enterprise. The secondary product is GO!Broadband (offering connectivity ranging from DSL to DS3).  We do not require a customer to use our broadband, as we will test their existing connectivity to determine if our voice quality and QoS requirements can be met. If yes, the BYOB (bring your own broadband). If no, then try ours, talk to your carrier or look at yet another supplier. The GO!Xtras options include DIDs, E911, Directory Listing, CNAM, Local Number Porting, Enhanced Local Number, inbound toll-free calling and toll-free numbers, business continuity and dynamic load balancing. It's a bunch to remember in the first session so it is presented just to introduce the VAR to the packages and options.

Finally, we discuss the VAR program with its attractive upfront bonus payments and monthly recurring commissions. If the VAR finds this interesting and wants to join the program, then the real work begins. We train the VARs on the products, VAR portal (quoting, marketing and monitoring engine), generate any new co-marketing collateral required and introduce them to their regional channel support members.

On-boarding is a very important process and I hope that you can appreciate the effort Broadvox gives to make it successful and rewarding for you.

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