US Conferencing Debuts Channel Program

By Khali Henderson

US Conferencing Inc. is launching its first partner program for sales of its integrated audio and Web conference services this month at the Channel Partners Conference & Expo in Washington, D.C.

The new program will include a traditional agent program and a private-label reseller option. Uniquely, both offer partners buy rates they can mark up; reseller buy rates are more aggressive since they take on the billing and support functions, says Traci Rigano, director of business development for US Conferencing.

A channel veteran, Rigano joined the firm in June to develop its partner program. Her most recent position was as indirect channel manager at Premiere Global Services Inc. She held a similar role at Netspoke Inc., which was acquired by Premiere, and she developed the conferencing program for master agency Communication Management Services. Her career also includes roles as national sales manager with Sprint Corp. and regional sales manager with PageMart Wireless.

I have the freedom to take the best of what I have learned and without a lot of red tape, implement it quickly, says Rigano of her new role at US Conferencing.

One of the things she has learned over the years is that partners have become unnecessarily disenchanted with conferencing, having experienced only marginal success with the products, she says. Most agents are voice and data reps that sell contracts with guaranteed annual commitments. Thats not the case with conferencing, she says, noting the frequent lack of contracts, term commitments or moves/adds/changes. It takes a high level of support and training to increase usage.

To help agents be successful selling conferencing, US Conferencing has dedicated account specialists that support every end user and a proven formula for boosting adoption, she says.

In addition, the product a reservationless, integrated audio and Web service is packaged such that the Web service is sold with the audio and at prices lower than what is offered in the market for Web conferencing alone.We can save them up to 80 percent on their Web conferences, Rigano says. In addition, to encourage use of the Web conferencing service, US Conferencing is offering free trials and discounted service packages to new customers that agents can pass on to their customers.