Latin America. Milestone Systems, the open platform company in IP video management (VMS) software, is implementing the next generation of its Channel Program for its global network of business partners (distributors, resellers and system integrators).
The new program makes working with Milestone more fun, simple and cost-effective. It emphasizes higher gains for Milestone channels in terms of training performance and certifications, product knowledge and experience, and support possibilities. The program offers opportunities for higher profit margins, better partner ratings, and greater visibility.
"Our business partners are part of Milestone," said Lawrence de Guzman, director of global business operations for Milestone Systems. "We will focus on serving them with simpler tools, greater bonuses and greater differentiation in the market. Milestone's business partners around the world are now able to more flexibly choose how they want to conduct their business with Milestone to create the best video surveillance solutions for their customers."
The new generation of the Milestone Business Partner Program showcases its new face to the world on the company's website with an easy-to-use partner portal called "My Milestone," now with a Business Room section that offers updates on partner status, training and support options, tools for managing software licenses, as well as new management roles and rights. Milestone will continuously improve the portal to enable partners to expand their businesses.
Major changes are being incorporated into Milestone's "Where to Buy" section on the website to clearly show the level of partners such as Silver, Gold, Platinum or Diamond, with a new map search function based on proximity. The criteria for such differentiations transcend traditional industry considerations, which have been based more on sales volume; other key partner attributes are now being promoted.
"Milestone wants to take the business process to the next level, highlighting and facilitating the value that partners offer to all participants in our video surveillance facilities. For example, how many Milestone-certified employees do you have? Can you offer dedicated customer support? Do you offer development and integration services? What is your existing customer base versus new customer base, and what does this say about your commitment and reputation as a company? Long-term success is all about the added value that partners bring and Milestone wants to promote that sustainability," explains Eric Fullerton, head of sales and marketing at Milestone Systems.
Lawrence de Guzman sums it up like this: "In 2013, Milestone wants to help its business partners think bigger, act bigger and win bigger with the new generation of this partner program and expand its reach in the market."
