Vonage beefs up midmarket, enterprise business services channel reach

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Vonage has introduced its new channel partner program. (Getty/scyther5)

Vonage is taking a new step with the way it works with channel partners with the debut of its Vonage Partner Network program, enabling partners to solve customers’ complex communications service issues.

Leveraging the service provider’s combination of unified communications solutions and embedded, contextual communications APIs, Vonage’s partners can help customers collaborate more productively and engage in more meaningful ways to create better business outcomes.

The new program builds off Vonage’s deep channel partner roster.

RELATED: Vonage extends SD-WAN to OTT broadband connections, enhances QoS capabilities

Vonage already has 25 channel managers on staff and works with 30 of the largest master agents in the nation and thousands of subagents. By introducing the Vonage Partner Network and its resources, the service provider will broaden its focus on creating new partnerships with Managed Service Providers (MSPs), Independent Software Vendors (ISVs), System Integrators (SIs) and Value-Added Resellers (VARs).

The Vonage Partner Network will offer sales-enabled support, ongoing training and consultation service before, during and after it closes a deal with a business, and will continue to support and build upon the company’s network of traditional channel partners.

Additionally, Vonage is introducing new resources and incentives to enable sales opportunities for partners, at scale: a new partner portal; access to Vonage’s entire product portfolio, including services offered through Nexmo, the Vonage API platform; new business leads from Vonage, along with rewards and recognition, and a customized, residual-selling model to help partners grow their businesses.

Vonage’s Partner Network features four levels of engagement for Vonage partners: Platinum, Gold, Silver and Emerging.

Channel partners can take advantage of various benefits, rewards and tools to augment their sales efforts. Performance-based incentives and revenue growth recognition thresholds provide flexibility to quickly advance across the tiers, earn more, and expand revenue potential and market reach.

Launching this new program comes at a time when Vonage has been pivoting its focus towards business customers adopting cloud and software-based solutions like SD-WAN.

During the fourth quarter, Vonage Business revenues were $134 million, representing 53% of total revenues and 21% GAAP growth in the fourth quarter of 2017. Full-year revenues increased 33% to $499 million.

Within the business segment, UCaaS continues to be a strong seller with $94 million in revenues, of which $74 million were service revenues. Service revenues increased 16% year over year on an organic basis.

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