Request announces more aggressive channel program
Announcement posted by Request Broadband 12 Jul 2003
Request Professional Partnership Program initiatives focus on driving new business to channel partners and increase broadband solutions sales
Request Broadband Pty Ltd (Request), a leading Australian broadband services provider, has launched its revitalised Request Channel Partner program Request Professional Partnership Program (PPP).
At a time when competing vendors are pulling money out of channel models, Request is investing substantial funds in the PPP which introduces a new channel structure and initiatives, to provide top partners with processes, support and training to help drive partner profitability and increase customer value.
How we work with our 160 plus channel partners is a critical component of Requests go-to-market strategy which aims to ensure that customers have flexibility in how they obtain Request broadband solutions, said Scott Carter, Requests Director of Sales. Our Professional Partnership Program focuses on driving new business to Partners, training them on Requests new and upcoming solutions and increasing our support to specific partner levels.
PPP builds on the success of the channel program launched two years ago and delineates clearly how Request and its partners intend to go to market together. The tiered program offers four partner status levels: Platinum Partner, Gold Partner, Professional Partner and Channel Partner, reflecting different levels of commitment embraced by individual Request Partners.
Partner classification is dependent on the number of Request services under management and revenue performance. Partners are able to garner Growth Fund rebates provided they complete training, become accredited and meet pre-set sales targets. Sales revenue targets vary for each partner level. Top tier Partners will now be more closely involved in Requests product development process.
Training involves partners completing an instructor-led accreditation course as well as ongoing sales and marketing training courses. Request is also offering to the two top partner levels its professional services consultants to assist in solution design. Joint marketing campaigns will also play an important role in branding the strength of Requests Partners broadband solutions.
Carter added, Engaging the right Partners with the right knowledge and skills at the right time in the sales process will improve the customer's overall experience with both Request and our Partners. It's clear that early partner engagement and committed partner involvement is required for today's solution-based selling model.
Our focus is to equip Request Partners with the tools they need to focus on, and be successful in, key growth broadband adoption sectors in 2003-2004. I am confident that we have put together a program that avoids complexity and will help our Partners deliver leading industry solutions to their customers.
In addition, to develop upon Requests existing commitment to its carrier partners, the company has also launched its Carrier Partner Program (CPP). The special needs of each Carrier Partner have been taken into consideration in the development of the CPP which is being finalised in alliance with each carrier.
Requests PPP and CPP focus on developing best business practices, increasing ROI and productivity, building new revenue and advancing the ability of partners to offer specialised services and solutions in their areas of core competency. These tools ensure that Requests Partners are competing on their value-add rather than price in the market place.
Great technology is just the first step, concludes Carter. Through programs such as the PPP and the CPP, we are providing the tools and processes that will continue to make working with Request easy for our Partners while making them stronger and more in tune with the marketplace resulting in them being indispensable customer allies.
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About Request
Request is an infrastructure-based broadband applications and services company delivering flexible and innovative broadband solutions to small and medium enterprises (SMEs) throughout Australia. Requests broadband services are sold in all capital cities and major regional centres through over 160 Request Service Providers.
Delivering on the need for multi-site customer networking Request's Next Generation broadband IP Network architecture specifically supports business evolution to high performance IP-centric internet and e-business applications. Core products include RequestVPN, RequestXpress and RequestSoHo.
In choosing Request, companies are able to quickly and cost effectively establish high-speed internet access, private networks between multiple office locations, voice over IP, video over IP, remote access to corporate networks over the same broadband link without the need for additional infrastructure.
In March 2003, Request was awarded the 2003 ATUG Industry award for Best Communications Solution - SME for its RequestVPN solution. March 2002 saw Request awarded Carrier of the Year at the annual ATUG industry awards for offering a reliable business-grade broadband network with a 99.9% SLA. October 2001 saw Request being awarded the PC Authority Labs Award for Top Business Broadband for its DSL business offerings.
For more information on Request, visit www.request.com.au.
At a time when competing vendors are pulling money out of channel models, Request is investing substantial funds in the PPP which introduces a new channel structure and initiatives, to provide top partners with processes, support and training to help drive partner profitability and increase customer value.
How we work with our 160 plus channel partners is a critical component of Requests go-to-market strategy which aims to ensure that customers have flexibility in how they obtain Request broadband solutions, said Scott Carter, Requests Director of Sales. Our Professional Partnership Program focuses on driving new business to Partners, training them on Requests new and upcoming solutions and increasing our support to specific partner levels.
PPP builds on the success of the channel program launched two years ago and delineates clearly how Request and its partners intend to go to market together. The tiered program offers four partner status levels: Platinum Partner, Gold Partner, Professional Partner and Channel Partner, reflecting different levels of commitment embraced by individual Request Partners.
Partner classification is dependent on the number of Request services under management and revenue performance. Partners are able to garner Growth Fund rebates provided they complete training, become accredited and meet pre-set sales targets. Sales revenue targets vary for each partner level. Top tier Partners will now be more closely involved in Requests product development process.
Training involves partners completing an instructor-led accreditation course as well as ongoing sales and marketing training courses. Request is also offering to the two top partner levels its professional services consultants to assist in solution design. Joint marketing campaigns will also play an important role in branding the strength of Requests Partners broadband solutions.
Carter added, Engaging the right Partners with the right knowledge and skills at the right time in the sales process will improve the customer's overall experience with both Request and our Partners. It's clear that early partner engagement and committed partner involvement is required for today's solution-based selling model.
Our focus is to equip Request Partners with the tools they need to focus on, and be successful in, key growth broadband adoption sectors in 2003-2004. I am confident that we have put together a program that avoids complexity and will help our Partners deliver leading industry solutions to their customers.
In addition, to develop upon Requests existing commitment to its carrier partners, the company has also launched its Carrier Partner Program (CPP). The special needs of each Carrier Partner have been taken into consideration in the development of the CPP which is being finalised in alliance with each carrier.
Requests PPP and CPP focus on developing best business practices, increasing ROI and productivity, building new revenue and advancing the ability of partners to offer specialised services and solutions in their areas of core competency. These tools ensure that Requests Partners are competing on their value-add rather than price in the market place.
Great technology is just the first step, concludes Carter. Through programs such as the PPP and the CPP, we are providing the tools and processes that will continue to make working with Request easy for our Partners while making them stronger and more in tune with the marketplace resulting in them being indispensable customer allies.
- END -
About Request
Request is an infrastructure-based broadband applications and services company delivering flexible and innovative broadband solutions to small and medium enterprises (SMEs) throughout Australia. Requests broadband services are sold in all capital cities and major regional centres through over 160 Request Service Providers.
Delivering on the need for multi-site customer networking Request's Next Generation broadband IP Network architecture specifically supports business evolution to high performance IP-centric internet and e-business applications. Core products include RequestVPN, RequestXpress and RequestSoHo.
In choosing Request, companies are able to quickly and cost effectively establish high-speed internet access, private networks between multiple office locations, voice over IP, video over IP, remote access to corporate networks over the same broadband link without the need for additional infrastructure.
In March 2003, Request was awarded the 2003 ATUG Industry award for Best Communications Solution - SME for its RequestVPN solution. March 2002 saw Request awarded Carrier of the Year at the annual ATUG industry awards for offering a reliable business-grade broadband network with a 99.9% SLA. October 2001 saw Request being awarded the PC Authority Labs Award for Top Business Broadband for its DSL business offerings.
For more information on Request, visit www.request.com.au.