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RingCentral Announces Intention to Work with More Master Agents
RingCentral (News - Alert), a provider of business communications services such as unified communications-as-a-service (UCaaS) programs, recently announced its intention to grow its business by partnering with more master agents.
From a report about the development at Channel Partners Online, it appears that the company’s new vice president of channel sales, Zane Long (News - Alert), is spearheading the effort to reach a bulk of the master agents in the telecommunications industry. Master agents sell telecommunications services, including software like the new RingCentral Global Office.
Long spoke to Channel Partners at a recent industry conference and commented that, out of the more than 16 true master agents that could assist his company, RingCentral intends to “consider the ones [that are] the best fit and the biggest in the industry” and remain exclusive in the manner in which it chooses new friends.
This strategy should bring together a number of master agents that could hold thousands of subagents. Of course, those subagents would work to sell communications products the best they can, and if they succeed, they could boost sales many times over.
Global Office has hit the market as a new UCaaS product that can allow local businesses – those, for instance, with a home base in the U.S. – to reach multiple countries across the globe in influential market regions – Europe, the Middle East, Asia and the Pacific, etc. This new product can work in place of multiple on-premise private branch exchange systems that need to connect with one another. It creates a central online location where an entire workforce, spread nationally or globally, can access the same communications system and speak with one another or with customers.
To attract new master agents to join with RingCentral, Long’s company has created its own software that will link partners with the direct RingCentral sales force. Long said partners can utilize the power of RingCentral “subject experts” by bringing the parent company sales opportunities that the experts can then “assist or sell [a] deal completely on behalf of a partner.” In these situations, partners receive compensation for the sale, but they are helped with the entire process of the sale. Long said this collaboration is important to the fundamentals of these types of partnerships.
The results of such helping relationships should come back to RingCentral as sales numbers and loyalty. This is how it wants to build its brand – through trust and cooperation – and it is hard to see why master agents wouldn’t want to latch onto something so beneficial for all involved.
Edited by Rory J. Thompson