XO Pilots Platinum Partner Program

By Khali Henderson

XO Communications Inc. has begun a pilot for a new Platinum Partner Program (P3), which will provide upgraded support to 11 of the CLECs top indirect sales partners.

The pilot program was announced to the participants Feb. 23 and rolled out to their respective subagents March 2. The goal is to become the easiest carrier to do business with,” said XOs Channel Chief Brian Law, vice president of indirect channels.

The program consists of two phases. The first is the rollout of dedicated care and repair for end-user customers of the Platinum Partners. The second, which is in soft-launch, is dedicated ordering and installation support.

Previously, only midmarket accounts qualified for dedicated care teams, Law said. Under P3, even a $600 per month account can receive dedicated care if its a customer of a P3 partner. Law said the program is not meant to drive SMB sales through the indirect channel, but by the same token SMB is not where the CLEC wants its direct salespeople to focus.

To measure the results of the pilot, Law said XO will conduct a baseline survey of P3 partners to determine the CLECs performance in a range of areas. Then, on a monthly basis XOs channel team will meet with each partner to go over the deltas in detail. Law said the goal is to take a look at the ROI and the customer satisfaction scores in order to sell” the programs continuation and expansion to XOs executive team.

Law said the participants in the pilot include both master and independent agencies that were a big part of XOs 2010 revenue growth.” Because P3 is a pilot, its closed to additional agents. However, if the program is green-lighted on a permanent basis, criteria will be disclosed for other agencies to qualify to participate.

We applaud XO for making this decision and feel that it aligns perfectly with both the Intelisys brand and our own personal philosophy of offering priority service and exclusive advantages and affiliations to the best of the best,” said Rick Dellar, co-founder and owner of Intelisys Communications Inc., XOs No. 1 top-performing partner of 2010 and one of the 11 pilot program participants. XO, with this announcement, is making a strong statement and commitment to the channel, in general, and the XO partner program, in particular, on the value of committed top-performing partners.” 

Dellar, who has been on the XO advisory board since its inception, said P3 is an important step for XO provided it can execute well. XO will have to deliver on this program, but seems to have the will to execute and the resources and commitment from the top to make it happen,” Dellar said. We have seen other programs struggle with both the vision and execution of programs like this and wish XO the best of luck. If successful, I feel we will be more inclined to increase our production with XO and anticipate other top agencies will do so as well.”

In addition to coming off a record 2010 with XO wherein it tripled year-over-year sales, Dellar said he anticipates the agency will manage more than $29 million annualized revenue in 2011.

A top 10 2010 XO partner and master agency based in Chicago, X4 Solutions Inc. also will be part of the pilot. X4 President Curt Allen said XO is one of its largest carrier partners with 20 percent of its legacy and new business going to the CLEC.

We see the Platinum Partner Program as further legitimacy to our ongoing efforts to deliver value both to our sales partners as well as our carrier partners,” Allen said. Our efforts and ability to master our front- and back-office relationships with key partners allow us to have a compelling why X4?’ story as it relates to supporting business directed to our key carrier partners.”

In making the move, Allen said XO has essentially made it clear that partners that deliver new business at a high level, defend its base against churn and add value to XO will be afforded the highest level of support that XO can offer. We are very appreciative of being chosen for this pilot and take our responsibility as an XO Platinum Partner very seriously,” he added.

Allen said X4 will measure the success by revenue growth in its overall base as well as further significant growth of new MRC. From a soft sense, we will ask for feedback from our sales partners to confirm that the program is having the desired effect on their business,” he added.