Advantel and Enghouse have been working together for well over a decade. The relationship started well before Enghouse’s acquisition of Zeacom (in 2012). Back then, even though Advantel was Platinum partner of Avaya, there was a ‘vacuum’ for a cost-optimal/value for money Contact Center Product/solution, in the small and mid-market space. Zeacom/Enghouse had the perfect fit solution for this market, which not only addressed the pricing needs but also met the business/functional needs of the customers in that segment. The relationship started at the management level and percolated down to the sales and delivery organization. The Advatel sales and sales engineering teams went through sales training and several Knowledge Transfer sessions to ensure that they perfected the pitch. Soon, the Advantel reps were setting up meetings, demos, and closing net new deals.
Today the Advantel/Enghouse relationship is as strong as ever! Advantel enjoys a re-seller / business partner relationship with Enghouse, for their contact center suite of products and solutions. The partnership is driven by complementary/complimenting strengths between the two organizations to provide the ‘Right Customer Experience Solution’ for the ‘Right customer’. Speaking of customers, the Enghouse solution addresses our mid-market target prospects. Customers who have contact centers with 50 – 200 agents are ideal candidates for us to pitch the Enghouse solutions.
There are many factors that contribute to the success of this partnership. To begin with, the channel/partner management process and policies are very well defined. This ensures that Advantel’s interests (as a partner bringing in opportunities/accounts to the table) are fully protected. Secondly, the Enghouse sales and pre-sales team is thoroughly engaged from the initial stages of the sales cycle, beginning from the discovery, demo and following it up until the sale is closed. Last and not the least, the partner/channel manager, Trevor Preston, does a great job of constantly staying in touch with the entire Advantel team, starting from the leadership team, sales managers, and the sales folks. He ensures that there are continuous product training and market updates for the Advantel sales and SE teams. This helps us to stay up to date on market trends and on Enghouse’s latest promos/events.
Advantel’s customers love Enghouse products mainly because we provide the right product and solutions offered at the right price. The product/UI is very simple to use, administrators find it very easy to set up new call flows/new business rules and managers/business leaders find the reports to be very detailed and thorough. Customers have had very little post-implementation issues, little to no down times and more importantly quick resolution timeframes from Enghouse support teams.