Slovak Start-up CloudTalk Introduces a Partner Program With a Human Touch
To oppose “one-size-fits-all” partnership models, CloudTalk put together a 4-tiers program with a holistic philosophy and an organic, human-centered approach.
According to BPI Network, around 57% of companies claim that they use partnerships for acquiring new customers. CloudTalk, a telephony software solution provider, came up with a new, original concept. To oppose “one-size-fits-all” partnership models, CloudTalk put together a 4-tiers program with a holistic philosophy and an organic, human-centered approach.
After the initial pilot proved traction, CloudTalk decided to take the next step.
Following detailed research and defining partner personas, the calling software provider opted for a comprehensive program with a human touch. “Individual approach is in the DNA of our team. On the other hand, a partner program needs to be simple enough to be scalable and cost-efficient,” says Kristyna Cardova, CloudTalk’s new Partnerships Director, ex-Pipedrive Channel Manager with global experience in partnerships and an advocate of the H2H concept.
Read More: SalesTechStar Interview with Patrick Jacobs, Co-founder at Immerss
The new partner program combines 4 tiers and 5 levels. Each has different conditions, benefits, as well as a commission structure. These depend on various aspects, such as the partner’s core business, their involvement in the customer sales cycle, and their volume of activity.
Due to adopting a holistic approach, CloudTalk united both Channel and Integrations under one roof, since the company believes they work as communicating vessels.
Vision is a Base
CloudTalk considers their partners to be a fundamental part of their future growth. The start-up claims that the best results can be achieved when everyone focuses on their own expertise, yet still collaborates to create a powerful ecosystem. For smooth cooperation, partners must be more than mere numbers.
That is why the partner program has a transparent and clear structure, while keeping a space for individuality.
Yet, having this clear partnership concept is just a starting point. The key is implementation. “The vision needs to be reflected not only in the partner program structure with its conditions and benefits, but also in all processes, in the organization of the team, in how we communicate internally, or in the tools we use,” explains Kristyna Cardova.
Personalized Tiers: Conditions and Benefits That Reflect Partner Expectations
All the program is built upon five non-negotiable conditions. Specifically customer focus, innovation, teamwork, growth, and mentioned human touch. It comprises both Channel (Affiliates, Solution Providers, Resellers) and Integration partner tiers.
The palette of responsibilities throughout tiers vary from spreading brand awareness to a full customer management. CloudTalk therefore aims to invest in partners as much as the partners invest in them.
Affiliates get a commission of 30% and ready-to-use collaterals.
Solution providers are awarded with lifetime commissions in a range of 20 to 30% and various other benefits, like professional training.
The highest tier, Resellers, gain a generous discount in a range of 30 to 45%. Yet since this tier comes with plenty of responsibilities from both sides, CloudTalk created a highly strategic, thorough selection process for choosing who may resell their product.
Lastly, to be of the best service for Integration Partners, CloudTalk constantly improves their open API, so any solutions can easily connect with their phone software.
