Milestone Restructures, Restricts Partner Program

By John Honovich and Sean Patton, Published Apr 26, 2022, 10:25am EDT (Info+)

Milestone told IPVM they are committing more resources to the partners that are committed to Milestone, in its first partner program restructuring in years.

IPVM Image

In this report, we share feedback from an interview with Milestone CEO Thomas Jensen and VP of Global Channel Sales Strategy Bill Rainey, we examine the restructuring, and its risk and impact on Milestone.

Executive *******

********* **** *********** ** ******** *** number ** ***** ******** **** ****, by ********* ******* *********** **** ********** did ***, *** ********* **** ********* to ***** ******* ****** ** ********. Moreover, ********* *** ************* ***** ***** in-house ******* ***** **** ** ****** support ***** ******* ****** ** **** committed ********, *********, ** *** *** count, ** ***** ** *** ****** States.

**********'* **-**** ***************** **, ******* ***** ** ********* levels:

IPVM Image

Revenue ************

********* **** ***** ** * "**** nominal ******* *********" *** ********** ******** ranging **** $**,*** ** $**,*** ********* on *** *******. ********* *** *** disclose **** *** ******* ********** *** Advanced *** ******* ***, *** **** "it ** * ***** ****** ****** than ** ** (**** *** ******* program)."

*******, ********** *** ******* ************ **** for ********* ******** ****** **** *** not ******* ****** ** ****** ** products.

Restricting ********

******** ** **** *, ****, **** Advanced *** ******* ******** **** ******** to ******* ******* ******* ***********, *** priority ********* *******.

Restricting ******** *********

***********, ** ** ******* *, ****, only ******** *** ******* ******** **** be **** ** **** *********'* "**** Product *********", ******* ********** ******** **** not ** **** ** **** ******** Expert ** *********.

IPVM Image

Previous ******* *******

*********'* ******** ******* ******* * ***** (Silver, ****, ********, *******), ***** ********* said *** *** ******** *********** *** value ** *** ****.

****, ********* ********* *** *** *** program *** **** ***********:

***** **** * ******** ******. **** discount ***** ** ******* ***** ** a ********, *** **** ***** ** the ******, ***** **** *** **************. So * ***** ** * ******* that **** $*,*** ***** ** ******* and *** * ************** *** ** a **** *******. * ***** ** $50,000 ** ***** *** ** * certification *'* * ****** *******, *** that ****** ******* *** * ****** discount **** *** **** *******.

**** **** **** ********* ** *********** issue ** ********* **** *** *** program:

**** *** *** *******, **'* ********; so **** *** **** ** ** revenue *** ************* ** *** ** the ******.

Fewer ********, **** *******

****** ** *********'* **** ******* **** is ***** ** ** **********, ***** is ***** ** ***** ***** *** mid-tier ********. ********* ************ **** "**** partners *** *** *****" **** *** revenue ************ *** *** *** *****, but **** ******** **** "* **** majority ** ******** **** *********, *** did ** ********", ********* ********* ********* *********, ******* **% ** ******** ***** 80% ** *** ********.

**** ********** **** ********* *** **** delivering ******* ******, ******* ******** ******* revenue ************:

*** ****** *** **** ******* **** short ** ****** ****** **** *** last ****** ** *****, ** **** been ********** ******* ****** ** *** market ******. *******, ** **** *** changed *** ************ ** *** ******** in ***** ** ******* ********** ** we **** **** ** **** ** a ******* ********** ***** ** ****** growth *** ********* ******. ***** ********** focus ** ** **** *** *** partners **** *** ******** ***** ** customers *** ***** ****** ** *********.

Expanded ******* ***** ****

********* *** ***** ** ***** *** dozen ** *******-******* ********* ** *** past ****, ************* ******* ** *** headcount ********* ** *** *******.

******* **** **** ****** ********* ********** ****** ** *** *** 17+ ***** ********* **** *********'* *** worked ** ***.

*** ******* ***** ********** ***** *** US ******* ********* ** ***** ** LinkedIn:

IPVM Image

********* ********* **** *** ******* *** sales **** ** *** **:

*** ** ****** ** ** ********* important ****** *** ** ******* ** there *** *** ********* *** ** to ***** **** **** *** *** partner *******, ** **** ** ** more **** *** ***** ********. ** therefore ** *** **** ****** **** sales ****, ***** ***** *** ****** strong ******** ******* **** ********* **** they *** ******.

********* ******** **** ** ** ****** by *** ****** ** *** ** market:

*** *** ** **** ***** ****** or ******** *****, *** ** ********* on ***** *** ****** ** *** market **

Growing ****** ********* *****

**** *** ******** ** *** ***** of ***** ************* (*******,********)******* **** ** ***** *** ******** and ***** **** ********* ** ******* partners/integrators ******* ******* *****************, ******* ***-*** systems. *** *******,******* *********** *****, ********** ** ****, *********** ****** ** '*******' (*** ****) Sales **********.

*******, **** **** *** ****** ** its ** ***** ****, ********* **********:

** **** ******* *** ** ******, more ****** ******* **** ** *** channel ** ***** ** *** ******** but **** ** **** **** ** are ******* ******* **** *** ***** partners **** *** ******** ***** **** business **.

***** ********** ********* ** ***-***** ****** many *********** ********, ********* ********** **** it *** ***** ********* ** ******* entirely ******* *** ******* *** ******* business ** ***** ********.

CDW / ***-*********** ********** *******

********* *** *********** **** ***-*********** *********** such ** *** ***** ** ******** for **** ******* ****. *** *******,*** ********* ***** *********.

**** ** * ******* ******* *** integrators ** ***** ***-****-******* ************/******** **** more ******** ******** ********.

Distribution *** ****** ***********

***** **** ******* ************ ******** **** the **** ** ****. ******* ********* Silver *** **** *********** **** *** have **** * ******* ****** ** systems *** ** ********* ** **** for *** *** ******* ** **** are ******* **********, ** *** **** meet *** ******* *** ************* ************ for **********. ******* *****, **** ******* DW *** ****** ** ****** ** benefit. *** ****, *********** ***/*** ************* ****.

***** *********** ******** **** **** * or * ************ ******** ***** **** influence ***** *******. ********, ***** *********** are ******** ** **** ** ***** or **** **** **********-******* *****, **** as ******* ** ********.

Outlook *********

**** ** ****** *** ***** **** for *********, ***** *** ***** ** the ****** ** ****, *** *** VMSes **** *********** **** ****** ******** and ** *** ****** ****** *** most ************* ** ****** ******** ** end-users. ***** **** **** ****** *** Milestone "*********", ********* **** ********** ************ *** ******, **** **** ******* *** *********, more ********* ******** *** *********.

Vote / ****

Comments (8)

**** ** ** *****. *** ******* partner ******* **** ******** **** ** partners..

*********, **** *** ******* ***** **** on *** ******** *** ****** ** a ********* ** ********.

Agree: 10
Disagree: 6
Informative
Unhelpful
Funny

**** ****, *********. ******* **** **** loyal ***********. **** **** *** **** good ** **** *** ******** ** understanding *** ***** ********* ******. *** everyone *** *** **** **** / support *** ******** ** ******** ***, and **** *** *** *******, ** rewarding ***** **** ***** ******** ** a ***** ****. ***** ** **** on ****? **** ****** ****** **** and ****** ******* *** **** ***** of ***** ********.

Agree: 15
Disagree: 4
Informative
Unhelpful
Funny

***, * ********** * *** ***** ago **** ** **********:*** "*** ********* ******* *******"... ** Milestone **** ***** *** ******** ****** In *** ****?

***** * ***** ********* ******** **** its ***** ******** *** ********* *** significant, * *** *** *** ********* wants ** ** **** **** *** partner *******.

** * ******* **** ******** ******* its ********* (**** *** ******** *******), I *** *** ****** *** ***** but **'* * ***-*** ******, *********** should ** ******** ***** *** **** need ** ****** ** ******* ***** themselves.

Agree: 6
Disagree
Informative: 1
Unhelpful
Funny

**** **** ***** ** **** * memory. * **** ***** **** ** not ** ******* ** ********* *** decision. **'* **** *** *** **** of ***** *** ***** **** **** in *** **** ** *** **** will *****.

** * ***-*** ***** *******, * couple ** ******* ** ** ********* and *** ***** **** ** ********** as * ***** ************ *** ********** a *** ******** (***** ***) *** the ******** ****.

"** *** ***** ** ***** ******* on *** *** **% *** ****** the ****** ** ******* **** *** access *** ********. *** **/** *** more **** **/** *** ** ***** be ****** *** ****** ** **** the ********** **** **** *** ***-**********."

*** ******* ****'* **** ********, *** those **** *** *** ******** ******.

**** ******* ***** ** ******* **** the ********** **** **** *** **** for ******** *** * ******* ***** speaker ******* ** ******* **** **** his ********* **********, *** ********* *** failures ** ********** ** ***** ******* times.

** ***** ****** ** **** ************ everything ********** *** ********. ** *** a ***** ************, **** *** ***** one *** **** ********.

* ***** ***** **** **** ******.

Agree
Disagree
Informative
Unhelpful
Funny: 7

*'* ** ** *** $**,***-$**,***. ***** the **** ******* *** ** "********* Replacement ************"

Agree: 2
Disagree
Informative
Unhelpful
Funny: 3

*** *** ************* ***/*** ************* *************** ***** ********* ******* ******** ****** ************.

Agree
Disagree
Informative: 1
Unhelpful
Funny

** *** **** ** **** **** from ***** *** ********* *** *** your ************ **** ** **** ****** to ****** * **** ***** ***** VMS ********. ***** ****** **** ********** over ** **** ********* ** **** as ********** *** * ******** ****** of ****** **** **** ****.

Agree
Disagree: 6
Informative
Unhelpful
Funny

***** *** **** ****** ***** ***** but **** *** ******. ***** *** the **** ***** ** ** ******* at ** *** ****** ***** ******. This ****** *** **** *********** ** the ********* ***** ******* *** ********** of *****.

Agree: 4
Disagree
Informative
Unhelpful
Funny
Login to read this IPVM report.
Why do I need to log in?
IPVM conducts reporting, tutorials and software funded by subscriber's payments enabling us to offer the most independent, accurate and in-depth information.
Loading Related Reports