Verizon Enterprise Solutions is making a new push into Europe via the first expansion of its channel partners program, launched in North America in early 2013. The European expansion comes just ahead of planned expansion of channel sales into both Latin America and Asia. (See Verizon Expands Sales Channels in Europe.)
In addition, Verizon Enterprise Solutions is opening up the enterprise market to channel partners in the US. The goal of both the geographic and market expansions is to make it easier to do business with Verizon for customers of all sizes, from small to midsized businesses up to the largest enterprises, says Janet Schijns, vice president of medium business and channel.
That means allowing customers to buy Verizon's more advanced services, such as cloud and advanced mobility and machine-to-machine or Internet of Things (IoT), through integrators and value-added resellers, in addition to directly from Verizon. Increasingly, she says, companies may even adopt a hybrid approach, buying some things directly and others through agents.
The three-tiered partner program includes agents who sell on Verizon's behalf, resellers who package services to market and resell and companies who sell with Verizon in a joint process, combining their services in compliment to Verizon offerings.
The hybrid approach recognizes that companies that buy directly from Verizon in some geographies or for some services may want to use an agent, reseller or integrator elsewhere, either in a different state or country, or for a different type of service. In Europe, that can mean adapting for local customs or regulations or even for 17 different languages, Schijns says.
Much of the expansion into Asia and LatAm will be driven by cloud services and in many cases Verizon will be extending its reach primarily to meet the needs of customers it currently serves in the US, she added.
— Carol Wilson, Editor-at-Large, Light Reading