Level 3 Communications, Inc. (NYSE: LVLT) today announced that it has launched the Level 3 Partner Program to bolster the support it provides its indirect sales channel. The Channel Partner Program establishes a new tiered structure for channel partners and Solution Providers, and makes more resources available to them.
The program enhancements are designed to help partners effectively cross-sell the company’s entire portfolio of leading services, including international wide area networks, IP services, collaboration and voice services, and the company’s newly launched security portfolio. Enhanced resources of the program include:
- increased pre-sales design support;
- increased channel manager staff, and
- support for creating end-customer demand.
“Level 3 partners have the ability to grow their businesses by selling on a local, regional, and global level with dedicated, local support,” said Michael Jerich, vice president of the Level 3 Indirect Channel. “They have a vast portfolio of end-to-end solutions in their arsenal that are complemented by new tools, systems, and processes that will augment the selling effort to their customers and will make doing business with us as easy as possible.”
Under the new program, Channel Partners will be categorized using a new, three-pronged tiering structure – Elite, Premier, and Authorized – which is designed to encourage growth and reward partners for loyalty and long-term success; establish revenue commitments for them, and delineate the level of support partners receive. The higher-tiered partners will receive additional benefits, such as:
- account team dedication;
- market development funds;
- leads for new partners, and
- deeper go-to-market support.
Level 3 also has established an enhanced support structure for partners to make it easier for them to do business with the company and, in turn, more quickly serve their customers. Among the program elements that enrich agent support is the creation of an additional channel manager role that:
- complements the efforts of local support teams;
- devotes additional support resources to them, and
- assists joint sales activities.
In addition, an enhanced Partner Experience team will help partners navigate their end-users’ lifecycle management to ensure a high-quality Level 3 customer experience.
Agents also will have access to the Level 3 Partner Portal, which provides them product information, marketing resources, training, and network maps, as well as on-net selling tools and contracts. In addition, the portal gives partners access to an online quoting platform that provides 24×7 access to further enable their selling efforts.
Company Establishes Partner Advisory Board
Additionally, in an effort to enhance its award-winning channel sales program, Level 3 has established a Partner Advisory Board, which serves as a “Think Tank” for the indirect channel that sells Level 3 solutions. This group shares feedback; explores revenue growth strategies; provides updates on company strategy, direction and service roadmaps; facilitates a closer relationship between members and the company; and leverages the power of member feedback to implement change where it may be needed.
“Channel members agree that Level 3’s creation of this new advisory board will help facilitate open communication among its management team and member partners,” said Jay Bradley, advisory board member and president of Telecom Services for Intelisys. “Most importantly, we can provide Level 3 valuable insight into channel partner issues and concerns, which will help strengthen the program and our relationships.”
Additional advisory board members are:
Dave Gardner, president, Advantage;
John Cunningham, CEO, BCM;
Ian Kieninger, chief executive officer, AVANT;
Matt Harty, president and chief executive officer, CNSG;
Joel St. Germain, chief executive officer and founder, GCG;
Brad Miehl, CEO, MicroCorp;
Steve Moody, vice president – Carrier Services, Presidio;
John Kirby, president, SCI;
Jerry Goldman, CEO, Select Conferencing;
Shane Heise, CEO, Simplify;
Ed Degenhart, chief operating officer and co-founder, Subsidium;
Ken Mercer, senior vice president, TBI;
Adam Edwards, president, Telarus.