Posted by: Heather Clancy
hosting, leader referral, Verio
Verio is the latest tech vendor to rustle up some extra resources for partners struggling in this unpredictable economic climate.
At its partner conference earlier this month (yes, it still held one), the hosting and managed services company (which is owned by NTT Communications) announced a couple of lead-referral initiatives that are part of its viaVerio Partner program, including a migration assistance plan.
Under that effort, Verio will provide extra attention for VARs that may have been part of a merger or acquisition situation, with an eye to helping them bring customers over to the Verio hosting platform. Incidentally, if you’re a VAR or reseller looking to get OUT of the hosting and SaaS business, you might want to consider bringing your customer base to Verio, which seems to kind of care what will happen to them. As much as I hate to think about “take share” sales as being great (we all want net-new, don’t we), at least people won’t get left in the lurch with program like these.
Scott Calvert, senior director of channel sales for Verio, says the hosting company has also recently sent its entire sales team to “channel charm school” with a goal of becoming a 100 percent channel-centric company. Under a new compensation plan that kicks in next week, Verio sales people will received LESS credit toward their sales goals for deals taken direct than they will for deals that are closed and managed by channel partners. Works for me, how about you?