Tangoe Partners Gain New Partner Experience Program

CHANNEL PARTNERS CONFERENCE & EXPO, LAS VEGAS — Tangoe (an official CP Expo technology sponsor) partners now have access to the company’s new Partner Experience program. The company announced it Wednesday at the Channel Partners Conference & Expo in Las Vegas.

Tangoe provides IT expense management (ITEM) and managed mobility services. The channel partner program combines Tangoe’s ITEM and advisory services. Indirect sales partners can help businesses make the most of their IT investment and environment.

Carmen Sorice is Tangoe‘s senior vice president of strategic partnerships.

Tangoe’s Carmen Sorice

“As management is looking at our growth strategy, we’ve been doing well in certain segments and we’ve been bringing on some really good sales leaders,” he said. “But our CEO, James Parker, who came here a little less than a year-and-a-half ago, his strategy was to expand and scale by leveraging partners. I joined in April [2021] and I’m building a team, and now we’re ready to launch the program. So the compelling need for it was the desire to grow and accelerate our growth. And James knows what it’s like to grow with partners. The company decided that was our strategy and that’s where we’re going.”

The Tangoe One platform offers a holistic and integrated solution across telecom, mobile and cloud with analytics and reporting across the enterprise. Powered by automation, and leveraging artificial intelligence (AI) and machine learning (ML), the Tangoe One platform offers full life cycle management for enterprise IT needs.

Tangoe Partner Tracks

Tangoe has four partner tracks. Those include tech services distribution and subagents, resellers, global SIs and technology partners. Avant and Intelisys are founding technology services distributors (TSDs) for the new program.

“Relevance, simplicity and value are three of our key themes here,” Sorice said. “Simplicity in the sense that we’re respecting the fact that if you’re an agent, a partner or trusted adviser and you like the relationship you have with your TSD, go for it. Keep getting enabled by them and Tangoe will feed into that content for the TSD and that helps with the enablement of their trusted advisers. That makes it simpler for the partner to learn because they’ve become accustomed to how these TSDs are training and their boot camps that they have.”

On the alliances side, Tangoe has made things easier by rolling out three tiers, he said.

“We can go to a large global company and say, ‘We’re doing transactional business now,'” Sorice said. “If you go up to the second tier, we can give you better pricing and more support. If you go up to this higher tier, we can give you the best pricing, dedicated support or engineering support. It’s pretty clear they get to choose what tier they want and then we’re off to the races from there.”

Multiple Ways for Tangoe Partners to Make Money

Many organizations haven’t figured out a way to simplify, manage and optimize their spending across multicloud platforms, Sorice said.

“That’s where Tangoe comes in,” he said. “So the value we bring them is, there’s a way for the partner to make money, and then with the insight we give the partner, for every dollar they make with us on the first transaction, there’s probably $3-$5 more they can make by learning that their customer maybe needs a new UCaaS provider. And so they go in and recommend the UCaaS provider and they
make money doing that. So that’s why we’re calling this Tangoe partner experience, because it cuts across multiple dimensions.”

Intelisys’ John DeLozier

John DeLozier is president of Intelisys.

“From large to midsize businesses, today’s hybrid IT environments need to be simplified, streamlined and informed by insights,” he said. “Through the Tangoe Partner Experience, Intelisys solutions providers have a fresh opportunity to advance technology orchestration through smarter data, simple-to-view dashboards, and new offerings for strategic decision-making with their customers.”