Any VoIP reseller program that’s going to offer a series of benefits by the service supplier, for which they will expect a certain amount of investment or commitment on the part of the reseller in exchange. The question every reseller needs to ask is what’s really in it for me? If I make those commitments, am I going to get the return on investment I want and am I going to see it fast enough?
As a general rule, VoIP supplier partner programmes are really useful. They provide account management, sales and marketing support, technical help and training, and, in some cases, access to online resources. They can lead to higher margins and the potential to earn even more through target-oriented rebate payments, and lead generation as well.
In return, resellers are expected to commit either to putting sales and technical staff through a certain amount of training, and possibly to agreed revenue goals. Some programmes are tiered, so the more you commit the more benefits you receive.
At the end of the day, you have to decide whether it’s worth it or not. It might well be if you are intending to build a long-term business around hosted VoIP services.
Other VoIP suppliers take a more relaxed approach when it comes to their reseller programme and don’t demand as much in the hope of enticing partners who want to perhaps dip their toe in the water first and commit only when they start to see the revenues coming in. From a reseller perspective this means less commitment but also less of an incentive to drive sales and achieve goals and thereby the additional benefits.
But that won’t be of any real concern for resellers that are in the early stages of developing their VoIP business, the opportunity to start small and invest more time and effort as sales start to grow is an attractive one.