A growing number of IT channel professionals are jumping onboard the new TELUS Associates Program because of its lucrative, hassle-free payouts.
Under the program, channel partners can earn revenue by referring TELUS’ services to their clients. With very little effort on their part, the partners get paid when the deal closes and when it’s renewed.
Launched as a pilot less than a year ago, the program has grown from 15 to 150 partners, said David Dorey, the National Channel Sales Director for TELUS. “Twenty per cent of the CDN top 100 have already signed on,” he said. “All of their clients need Internet and mobility services, for example. So, it makes sense to partner with a carrier and get paid on that stuff.”
The program is a first in Canada, Dorey said. “This is the only telecom program with channel partner sales support across the entire country.”
“We’ve been very happy with our TELUS partnership and their ability to offer our clients the value and breadth of products and services they require, not only locally but nationally as well,” said Doron Kaminski, Managing Partner, F12.net.
Unique deal registration yields more opportunities
The Associate’s Program is ideal for value-added resellers, consultants, managed service providers and integrators with small to medium-sized clients ranging from 30 to 1000 employees.
To join, IT professionals need only sign a simple contract, said Dorey. To register a potential deal, a partner fills in an online referral form providing basic information on the lead and indicating whether TELUS should contact the business directly or communicate through the partner. TELUS commits to review the lead within 24 hours, although partners usually get a response within 20 minutes, said Dorey. Once the deal is approved, a partner could, if they so choose, do nothing further and collect the commission after the TELUS account manager closes the deal. “They get paid the same, either way,” Dorey said.
“A major differentiator is that deal registration is based on line of business, not account ownership,” said Dorey. This means that partners can submit leads for existing TELUS customers, as long as the lead is for a different line of business. For example, there are five other lines of business available to sell to an existing TELUS Internet customer (mobility, voice & unified communications, security, IoT, and Optik TV). “Unlike other programs, there are six times the opportunities to sell,” said Dorey.
“Commission payouts under the program can add a lot of margin to your business,” said Dorey.
The commission schedule is based on the monthly recurring revenue for the deal and the contract term. The commission is higher for longer contract terms. “You could do a three-year Internet referral and make really good commission,” said Dorey. “You’d have to sell a lot of hardware to match the payouts”
Partners can also make good money on referrals for cell phone services. Given the trend toward BYOD (bring-your-own-device), 31 per cent of business customers are buying mobile service contracts that are not tied to the phone itself, said Dorey. There are additional savings for these customers. The commission is based on the number of employee cell phone service activations. That adds up on a referral of a business with a number of employees, said Dorey.
Easy to use
In a recent ITWC survey, small and medium-sized resellers in Canada said one of the most important things about channel partner programs is to “keep it simple.”
“The TELUS Associates Program has been really straight forward,” said Martin DesRosiers, CEO, Nucleus Networks. “It takes a couple of minutes to fill in the online referral form and we get an answer right away.” As well, since TELUS takes care of customer onboarding, billing and service support, “we get paid with minimal effort,” added Martin.
TELUS has invested heavily in training to help partners learn about the products and how to find the opportunities, said Dorey. “We cater to the learning styles of our partners to allow them to learn the way they want to,” he said. Training is provided online, in weekly webinars or in-person at the partner’s office.
The training, along with the lucrative payouts, is what’s making the Associates Program so popular, said Dorey. “We’ve even seen some partners build an entire business around it, where 90 per cent of their revenue comes from the program.”