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Communications software and services provider Unify has launched a range of new tools to accelerate channel partner business growth.
The new offerings include a configure, price, quote (CPQ) tool. The SaaS-based tool provides a simplified interface for the design, pricing, proposal and ordering process.
Unify has also launched a ‘guided selling methodology’ and workflow integration to request special bids and technical approval, as well as a new OpenScape Business software bundle to support customer requests.
The offerings were unveiled at Unify’s annual partner conference, held recently in Barcelona, Spain.
Unify has been doubling down on its channel efforts in recent months and the Atos company says that the hard work is starting to pay off. Roughly 50% of Unify’s product revenue is now going through its 2,000 strong partner-base.
The company says that 80% of the partners on-boarded in the last 12 months are already actively selling and there has been a 30% increase in the number of partners completing certifications on the Unify portfolio.
Unify recently brought in channel veteran Barry Tuffs to head up its UK channel operations.
Tuffs told MicroScope that Unify had a very strong representation in the channel at a small business level, but needed to bolster activity in the mid-market and enterprise areas.
“If you look at the Unify channel business and the market it is very focused on the SME and we need to enable channel partners to [sell into] the mid-market and enterprise,” he said.
“We don’t want hundreds of partners, just those with the capability and those that want to come on the journey with us,” he added.
Partners seem impressed with the renewed channel focus.
“It’s inspiring to see Unify remain so dedicated and responsive to the channel in a time of immense change,” said Brian Gendron of Black Box Network Services, one of Unify’s partners. “We’re excited to see what’s in store for the upcoming year and beyond.”
Michael Brase, managing director of Telba GmbH, said that it was great to see how quickly Unify was reacting to partner feedback.
“We are delighted to see our views have been listened to,” he said. “In particular, we are looking forward to the benefits that the new configure, price, quote tool will afford our business. Not only will it speed up our sales cycle and streamline current processes, but it will also free up time that will allow us to focus on winning more business.”