Verizon’s business focuses on co-creation by collaborating with partners.

Jul 22, 2022, 03:52 pm EDT

“To serve in this collaborative selling environment in this lead sharing program, we bring the business back to Verizon for our services, and then to provide their customers with the services they drive to us,” said one Verizon partner. CRN

Verizon Business is working with partners to build and sell new solutions based on the carrier’s connectivity portfolio.

The carrier’s channel leaders and sales teams met with a group of partners in Boston this week as one of the stops at Verizon’s National Elite VAR Roadshow. He said the telecom heavyweight is focused on simplifying the partner experience and co-creating solutions with its partners. To that end, the carrier is encouraging its internal sales team to work with partners on new solutions.

“Ours [direct] Teams get the same compensation when a partner disputes, so for them, it doesn’t matter, because a partner can help bring that last mile solution delivery. ” facts [Verizon sellers] It can be paid the same amount, and have an additional helpful partner, which is a great value.

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The roadmap for select channel partners will include keynotes and roundtables from Verizon leaders where partners will engage and collaborate with the carrier’s sales teams. The channel’s partners included Connected Solutions Group, CTS Mobility, Industrial Networking Solutions, Masters Telecom, Mobility CG and Source Inc. at the roadshow in Boston, which was attended by more than 200 attendees. The purpose of the road shows is to promote inter-channel connectivity. Partners and Verizon’s direct sales team, which handles SMB, midmarket and enterprise sales, Marsh said.

“One of the best features of our channel program is that it alleviates a lot of channel friction and promotes more synergy in the business,” she says. “A big part of that is educating our direct sellers about the value that our channel partner can bring and all the solutions and their capabilities. The best way to do that is in a face-to-face environment.”

Connected Solutions Group (CSG), a Richmond, Va.-based partner of Elite Verizon, considers itself a hybrid telecom solutions provider and MSP partner, co-creating and co-selling with Verizon to develop new solutions, said Michael Pittman. Founder and CEO of CSG.

“In this lead sharing program, we’re really here to serve in this co-selling environment, where we’re driving business back to Verizon for our service, and then they’re driving business to us to provide the service to their customers,” Pittman said.

CSG, now with Verizon, is building and deploying smart city solutions, including city-wide Wi-Fi, using Verizon wireless technology. The firm is using 5G and cellular solutions as primary connectivity options for some businesses.

The carrier has made it easier for partners to do business with Verizon over the past two years, and the carrier’s sales teams are very open to working and collaborating with partners, Pittman said.

“I can’t speak highly enough of everyone in the channel leadership at Verizon,” he said. “I have over 200 employees here supporting their families through this channel partnership with Verizon. [Verizon and partners] They’re really seeing the value and the collaborative work that’s driving better results for customers.

For her part, Marsh added additional support to her team to increase sales engagement and bridge the gap between Verizon’s channel and direct sales teams by connecting direct sellers with channel partners.

Verizon has introduced tools like Partner Solution Finder to its sales team that can help quickly identify the right partner, in the right place, to meet a customer’s needs, said Shannon Calvert, Verizon’s vice president of channel enablement. “You don’t have to guess or already have a relationship with a partner. This tool is right there at their fingertips, simplifying the process,” she said.

The upcoming Verizon Road Show this summer includes stops in Salt Lake City, Utah, Roseville, California and Raleigh, North Carolina.

Basking Ridge, NJ-based Verizon in April, part of the Verizon Partner Network, launched a new partner recognition program designed to celebrate partner achievements in six categories: operational excellence, social and community impact, marketing excellence, innovation, customer business impact, and business Internet excellence, the company said. He told CRN in April. Partners They can nominate themselves later in 2022 and the winners will be announced in January 2023.