Plantronics Enhances Partner Support

As Plantronics moves more aggressively into the Unified Communications market, it needs partners it can trust and invest in. The company has been improving its partner channel model, with changes such as the introduction of a new rewards program.

According to Erna Arnesen, Plantronics' VP of Channel and Field Marketing, the company has gone completely channel-based, with three fourths of its focus on enterprise and B2B, with the rest being on consumers. In its efforts to make a more efficient channel model, Plantronics has begun implementing a globally consistent sales model, along with changes to its partner program.

Among the improvements to Plantronics' partner program is Connect University, which provides training, partner certifications, and sales specializations - a first for Plantronics. Also available is an improved rewards program (Connect Rewards), and a new deal registration. The Plantronics Connect Deal Registration program adds a wider suite of products to the program, and has improved administration to be more impactful and convenient.

The new partner program is a step forward for Plantronics, and should help the company move further into the Unified Communications market. The new Connect University will allow its partners to be better trained in all that Plantronics has to offer, while the new rewards program and deal registration will offer further incentives to partners.

According to Blair Pleasant, co-founder of UCStrategies, "Plantronics has been laser focused on improving its partner model and program, and is seeing great results from its efforts. The Plantronics partners I've spoken with are extremely satisfied with Plantronics, in terms of both the quality of the product and the company."

The company, like other device vendors, faces some challenges as it moves forward in the UC market. According to a channel study conducted by UCStrategies, companies purchasing and deploying UC solutions generally don't consider headsets until late in the decision and deployment cycle, and often don't budget for UC-optimized headsets. Pleasant, one of the authors of the study notes, "Plantronics' partners need to work with their customers to demonstrate the value of UC-optimized and business-grade headsets earlier on in the UC buying cycle, but this isn't always the case." She adds, "As businesses recognize the importance of quality headsets for UC deployments, both the UC end users and Plantronics' partners will benefit."