Alcatel-Lucent Enterprise (ALE) has introduced a new strategic channel partner programme to further strengthen its position in the enterprise communications market.
The programme aims to help build revenue for partners with new models and helps enterprises harness the evolution of technology while achieving tangible business outcomes.
“Partners are crucial and essential to our success, the V4P programme is a complete overhaul of how we do business. We are re-looking at every aspect of the partner processes to further drive successful relationships with our business partners. The V4P programme has three main pillars, the key drivers include reducing a partner’s cost of doing business with us, increasing their revenues moving forward and Co-invest in our joint transformation,” says Rui Silva, Channel Manager, ME, Alcatel-Lucent Enterprise.
The launch of the Value for Partners global programme demonstrates a commitment to engagement, growth and focus to put partners at the centre of opportunity. Through the programme they aim significantly cut the total cost of partnering with Alcatel-Lucent Enterprise and reduce the ordering and supply chain complexities such as the online buying process and adapt and customise Product Promotions to meet regional requirements.
The programme endeavours to partner revenues using Alcatel-Lucent Enterprise solutions through new opportunities and boosting customer adoption by revisiting the marketing chain that include marketing budgets, lead generation and customer segmentation. Another goal is to redefine the engagement model with partners and become their preferred vendor by introducing a new sales model that improves back end rebate processes and reduces inefficiencies associated with reporting errors.
Finally, they plan to co-invest with partners in joint transformation through training, automation and go-to-market investments by enhancing the partner portal which serves as the central point of all partner engagement and ramp up partner accreditation with free pre-sales training.
Jan Zuurbier, Vice President of Sales, ALE, said, “We have set a bold and aggressive goal for ourselves. Our ambition is to deliver the best partner experience in the market. By focusing on the proximity, the competencies and the efficiency of partners we can work to understand the customer needs, master the automation tools and deliver on the expected shared-outcomes. Collaboration with our partners is the heart of how we will be successful. Both our company and partners are already excited by this new program opportunity.”
The Value for Partners (V4P) programme has three goals including, significantly cutting the total cost of partnership using automation and simplification; increasing partner revenues using Alcatel-Lucent Enterprise solutions through new opportunities and boosting customer adoption; and co-invest in joint transformation through training, automation and go-to-market investments.
