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Vidyo Technology Partner Program Powering Collaborative Success
September 2018 (Guide FY19). Disclaimer: The content in this program guide and associated documents referenced in this guide are subject to change at any time without notice.
Product Overview
The Vidyo Technology Partner Program is a comprehensive ecosystem designed to empower businesses to leverage Vidyo’s world-leading video communication platform. For over a decade, Vidyo has been at the forefront of video collaboration, consistently delivering unparalleled quality, reliability, scalability, and ease of integration. This program provides partners with the tools, resources, and support necessary to build, market, and sell innovative solutions that embed or interoperate with Vidyo’s technology, thereby extending market reach and driving mutual profitability. The program is structured to foster synergistic relationships, enabling partners to capitalize on Vidyo’s robust technology stack and market leadership in sectors such as healthcare, financial services, and enterprise collaboration.
Partner Engagement Models
Vidyo offers flexible engagement models to cater to diverse partner business strategies and customer needs. These models are designed to ensure that however a partner chooses to work with Vidyo, the relationship is structured for success and mutual benefit. Each model leverages the partner’s unique strengths, fostering a collaborative approach to meet global customer demands for high-quality video communication solutions.
| Engagement Type | Description | Primary Focus | Partner Role |
|---|---|---|---|
| OEM (Original Equipment Manufacturer) | Partners embed or deeply integrate Vidyo’s technology into their own unique, partner-branded solutions. These solutions deliver complete, high-value business outcomes. | Embedding Vidyo technology into partner products for a seamless, branded experience. | Develops, markets, sells, and supports their own solution, powered by Vidyo. Provides first-line support to end-customers. |
| Reseller | Partners distribute and resell the Vidyo product portfolio. They often integrate Vidyo products into broader customer solutions or workflow-specific applications. | Selling Vidyo’s existing product portfolio, often with value-added services or integrations. | Markets, sells Vidyo solutions, often with pre-sales consultation and post-sales deployment/support. May integrate with other client systems. |
| Referral | Partners identify and introduce potential customers to Vidyo solutions. These partners may offer complementary integration or professional services for the project, while Vidyo engages directly with the client for the Vidyo solution sale. | Generating qualified leads for Vidyo solutions. | Introduces Vidyo to potential clients. May provide ancillary services to the client. Vidyo handles the direct sales engagement. |
Program Participation Levels
The Vidyo Partner Program features two distinct participation levels, offering a pathway for partners to grow and achieve greater benefits based on their commitment, go-to-market strategy, competencies, and revenue contribution. Vidyo evaluates and notifies partners of their participation level, reserving the right to adjust criteria as the program evolves.
| Level | Description | Key Requirements (Illustrative) |
|---|---|---|
| Vidyo Partner | This is the foundational level for OEMs, resellers, or referral partners committed to delivering and supporting Vidyo-powered solutions. |
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| Vidyo Premier Partner | Represents the highest level of partner engagement, typically characterized by significant revenue generation, deep strategic alignment, and comprehensive expertise in Vidyo solutions. These partners often deliver complex solutions integrating Vidyo products with extensive services. |
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Product Technical Specifications (Program Attributes)
The Vidyo Technology Partner Program is defined by a robust set of attributes designed to facilitate partner success, technological integration, and market expansion. These “specifications” describe the operational framework and resources available to partners.
| Specification Category | Parameter | Description / Value |
|---|---|---|
| Program Core Architecture | Partner Ecosystem Categories | OEM, Reseller, Referral |
| Participation Tiers | Vidyo Partner, Vidyo Premier Partner | |
| Mission Alignment | Visually enable any application or idea; enrich human experience | |
| Geographic Reach | Global, with support for regional market development | |
| Primary Objective | Deliver market value, enable rapid solution deployment, promote innovation and interoperability. | |
| Partner Enablement & Resources | Partner Portal Access | Yes (Provides access to training, marketing/PR templates, logos, style guides, news, deal registration) |
| Online Training Content | Foundation Track, Sales Enablement Track, Pre-Sales Engineer Track, Operations & Support Track | |
| Marketing Support | Marketing templates, demand generation content, co-marketing opportunities (especially for Premier Partners), “Powered by Vidyo” / “Vidyo Ready” branding elements (subject to validation) | |
| Sales Support | Customer case studies, sales training, deal registration, Vidyo Account Manager (Premier Partner) | |
| Technical Support | Access to technical documentation, support channels (details vary by partner type and level) | |
| Demo Product Packages | Discounted packages available | |
| Compensation & Benefits Structure | Product Discount | Negotiated terms, product percentage discount table (details vary by partner type and level) |
| Referral Commission | Co-sell lead referral percentage (for Referral partners) | |
| New Opportunity Bonus | +2% discount on net new annual bookings >$1M (Premier Partners) | |
| Internal Use Licenses (VidyoConnect) | Vidyo Partner: 10 licenses; Vidyo Premier Partner: 100 licenses (complimentary cloud product licenses, NFR) | |
| Engagement & Performance Management | Business Planning & Reporting | Periodic business reviews with Vidyo partner managers (especially for Premier Partners), templates available on Partner Portal |
| Deal Registration | Online form and process via Partner Portal | |
| Vidyo Innovation Showcase | Opportunity for listing, lead generation, featured solutions | |
| Communication Channels | Monthly Partner News, Quarterly Product Road Map Updates | |
| Program Requirements & Compliance | Master Partner Agreement | Required for all active partners |
| Solution Development/Capability | Must have developed a solution/sales capability on Vidyo platform, or offer interoperable/integrating/complementary solutions | |
| Ongoing Commitment | Participation in training, business review process, demonstrating incremental customer value |
Ordering Information (Joining the Program)
Becoming a Vidyo Technology Partner is a streamlined process designed to quickly onboard companies looking to leverage Vidyo’s leading video communication platform. Prospective partners can initiate their journey by expressing interest and providing essential company details. Engagement terms, including specific compensation and benefits, are appended to the master partner agreement upon acceptance into the program.
To initiate the partnership process, interested companies should:
- Complete the Partner Program Participation Interest form. The form requires details such as Company Name, Company Address, Contact Name, Contact Email, and Date. This form can be found at the end of the Vidyo Technology Partner Program Guide.
- Submit the completed form via email to [email protected].
- Upon submission, Vidyo will review the information to kick-off the on-boarding process, which includes a subsequent contract review.
Product IDs for program participation are typically internal tracking mechanisms managed by Vidyo upon successful onboarding. The primary “orderable” aspect is the partnership agreement itself, categorized by engagement type (OEM, Reseller, Referral) and participation level (Vidyo Partner, Vidyo Premier Partner).
For organizations seeking to procure Vidyo solutions or explore partnership opportunities with potential global discount offers, please visit https://itmall.sale for more information or to connect with authorized Vidyo representatives and partners. This platform can serve as a valuable resource for understanding the breadth of Vidyo-powered offerings in the market.
Welcome to a transformative journey with Vidyo. For over a decade, Vidyo has passionately pursued its mission: to visually enable any application or idea using the world’s highest quality video communication platform. This drive has positioned Vidyo as a leader in integrated video collaboration, offering solutions that are not only technologically superior but also deeply embedded into the critical business processes of enterprises globally. As you explore the Vidyo Technology Partner Program, you’re considering an alliance that grants access to a legacy of innovation, characterized by reliability, scalability, and seamless integration across myriad platforms. This program is more than a set of benefits; it’s an invitation to co-create, to extend market reach, and to deliver exceptional value to customers worldwide. This document will illuminate the structure, advantages, and operational facets of partnering with Vidyo, showcasing how our collaborative ecosystem is designed to propel your business forward in the dynamic realm of video communications.
Why Partner with Vidyo: A Strategic Imperative
In today’s digitally interconnected world, visual communication is no longer a luxury but a fundamental component of effective business operations, customer engagement, and service delivery. Vidyo stands at the vanguard of this transformation, offering a platform renowned for its quality, security, and adaptability. Partnering with Vidyo is a strategic decision that unlocks numerous advantages, enabling businesses to differentiate their offerings, penetrate new markets, and enhance customer value. Vidyo’s technology is the culmination of over a decade of dedicated research and development, resulting in over 170 patents worldwide. This robust intellectual property underpins a platform recognized by industry analysts for its cloud capabilities and powerful APIs.
The core mission—”to visually enable any application or idea with the world’s highest quality video communication platform”—translates into tangible benefits for partners. Whether you are an Independent Software Vendor (ISV), a Hardware Vendor (IHV), a System Integrator, or a Value-Added Reseller (VAR), Vidyo’s technology acts as a powerful engine to drive your solutions. Consider the impact Vidyo has made in critical sectors. In Healthcare, nearly 400 healthcare delivery organizations (HDOs), representing over 4,500 hospitals, rely on Vidyo to enable their care delivery models. This translates to improved patient outcomes, reduced costs, and expanded access to care—a compelling value proposition that partners can extend. As Allscripts, a key Vidyo partner, notes,
“Vidyo has been a great partner to work with. They’re so responsive that we feel like the team members we’re working with are an extension of our own team. The experience has been really great.”
This testimony underscores the collaborative spirit Vidyo fosters.
In Financial Services, where customer engagement and trust are paramount, Vidyo’s solutions have enabled banks to double their Net Promoter Scores, achieve a 20% increase in cross-sell rates, and drastically reduce loan application times. Vidyo’s collaboration with 500 banks, credit unions, and financial services companies, including seven of the world’s 25 largest banks, demonstrates a proven track record in a demanding, security-conscious industry. Partners addressing this vertical can leverage Vidyo’s established credibility and success stories to accelerate their own market penetration.
For Enterprise Collaboration, Vidyo’s meeting solutions foster a more connected and informed workforce. By unifying experiences across mobile, desktop, and conference room endpoints, Vidyo drives better decision-making, deepens trust, and decreases response times. This consistency and ease of use accelerate adoption and ROI—benefits that resonate strongly with enterprise clients. Furthermore, Vidyo’s leadership in Embedded Video, through its communications platform-as-a-service (CPaaS) and consistent cross-platform APIs, empowers developers and enterprises to rapidly integrate rich, real-time video into any application, be it mobile, desktop, web, or IoT devices. This opens up a vast landscape of innovative possibilities for partners seeking to create bespoke, video-enabled solutions for niche markets or unique use cases. As Comm-Tec states,
“Vidyo is opening up new markets for us with their disruptive technology, giving us the ability to not just address the classical video conferencing room-based solutions but also unique applications that have not been possible before.”
This highlights the transformative potential of Vidyo’s technology for partners aiming to innovate beyond traditional boundaries. The program ensures that partners are not just resellers of technology, but enablers of next-generation applications, supported by a company that is a pioneer in video collaboration, contributing even to new standards for video compression.
Deep Dive into the Vidyo Partner Program Architecture
The Vidyo Partner Program is meticulously architected to create a thriving ecosystem of qualified partners dedicated to advancing Vidyo’s mission: “to visually enable any application or idea.” This program is not merely a transactional framework but a strategic initiative designed to generate substantial market value and provide a lucrative avenue for partners to develop and market next-generation enterprise applications, all powered by Vidyo’s leading video interaction platform. The architecture is built upon the principle of mutual benefit, where the distinct skills and competencies of Vidyo and its partners coalesce to foster shared prosperity and customer success.
At its core, the program seeks to achieve several key objectives. Firstly, it aims to extend Vidyo’s ability to reach new customers in diverse market segments and geographic regions. Partners act as crucial conduits, bringing local expertise, established customer relationships, and specialized vertical knowledge. Secondly, a primary goal is to provide the highest level of support for customers, ensuring their successful implementation and utilization of Vidyo products. This focus on customer delight is paramount, creating a positive feedback loop that benefits both Vidyo and its partners. Thirdly, the program is geared towards delivering innovative solutions that effectively solve complex business challenges and result in positive, measurable outcomes for customers. This is where the synergy between Vidyo’s platform and partner ingenuity truly shines.
Another critical objective is to create Vidyo advocates in the marketplace. This is achieved by comprehensively training partners and equipping them with all necessary materials to articulate the Vidyo story, its value proposition, and its technological superiority. Finally, the program is structured to drive additional revenue, achieving profitability for both partners and Vidyo. This financial success underpins the sustainability and growth of the entire ecosystem. The assertion by Q Distribution,
“Vidyo has helped us to be very successful in our markets and I think that, going forward, there is a lot of potential for growth,”
exemplifies the program’s success in fostering partner profitability and market expansion.
The program’s architecture provides partners with comprehensive access to Vidyo’s assets. This includes “the most innovative video communications technology delivering a reliable customer experience,” crucial for building trust and ensuring solution stability. Partners receive “customer case studies and sales training to enable your team to close deals,” equipping them with proven success stories and effective sales methodologies. Access to “a community of worldwide technology alliances to help you deliver an integrated workflow to your customers” fosters collaboration and enables the creation of holistic solutions. Furthermore, “marketing templates and demand generation content to deliver leads to your sales team” provides practical tools to fuel the sales pipeline. The Vidyo Partner Program is a commitment to providing comprehensive support, encompassing sales, marketing, technical, and strategic guidance, helping partners navigate the complexities of the market and capitalize on emerging opportunities efficiently and effectively.
Partner Engagement Models: Tailored for Your Business
Vidyo recognizes that a one-size-fits-all approach to partnerships is ineffective in a diverse technological landscape. Therefore, the Vidyo Partner Program offers three distinct engagement models—OEM, Reseller, and Referral—each meticulously designed to align with different partner business strategies, capabilities, and customer engagement preferences. This tailored approach allows Vidyo to work collaboratively with a wide spectrum of partners, including independent hardware vendors (IHVs), software vendors (ISVs), vertical application providers, system integrators, distributors, and value-added resellers (VARs), creating an unparalleled range of integrated and connected solutions.
The OEM (Original Equipment Manufacturer) model is ideal for partners who wish to deeply embed or integrate Vidyo’s cutting-edge video technology into their own unique, partner-branded solutions. These partners typically possess strong development capabilities and aim to deliver complete, high-value business solutions where video is a core, seamless component of their offering. For instance, an ISV developing a telehealth platform might embed Vidyo’s CPaaS and APIs to offer secure, high-quality video consultations directly within their application interface. In this model, the partner owns the end-customer relationship, providing the services, support, and branding. Vidyo provides the underlying video engine, robust APIs, and technical support to ensure successful integration and performance. The benefit for OEM partners is the ability to rapidly incorporate world-class video capabilities into their products without the extensive R&D investment, thereby accelerating time-to-market and enhancing their solution’s competitive differentiation. Vidyo’s commitment to consistent cross-platform APIs for mobile, desktop, web apps, and IoT devices makes this integration journey smoother for developers.
The Reseller model caters to partners, such as VARs and System Integrators, who distribute and resell Vidyo’s comprehensive product portfolio. These partners often possess strong sales and support infrastructures and focus on specific vertical markets or customer segments. A key aspect of the Reseller model is the ability to integrate Vidyo solutions into larger, multi-vendor client projects or to customize Vidyo offerings to fit specific client workflows. For example, a system integrator specializing in enterprise collaboration might resell VidyoConnect room systems and licenses as part of a complete conference room overhaul, integrating them with existing scheduling systems and unified communications platforms. Resellers are a direct extension of Vidyo’s sales and support network, providing crucial pre-sales expertise, deployment services, and ongoing post-sales support. They benefit from Vidyo’s established brand reputation, comprehensive product line, and dedicated channel support, including training and marketing resources.
The Referral model is designed for partners who are well-positioned to identify and introduce Vidyo solutions to potential customers but may not wish to engage in the full sales or support cycle for the Vidyo component. These partners often deliver complementary services, such as consulting, integration, or professional services, related to the overall project. For instance, a management consulting firm advising a financial institution on digital transformation might identify a need for video banking and refer Vidyo as the optimal solution. While Vidyo engages directly with the client for the Vidyo solution sale, the referral partner benefits from a commission structure and maintains their trusted advisor role with the client. This model allows partners to leverage their network and industry insights to generate value without the overhead of direct sales and support for Vidyo products, while still potentially engaging in other aspects of the customer’s project. It’s a straightforward way to monetize relationships and introduce best-in-class video technology to clients.
Each of these engagement types—Technology Alliances, ISVs/IHVs focusing on embedded solutions (often OEM), System Integrators crafting unique packaged solutions, and Distributors/VARs extending sales and support—finds a structured and supportive framework within the Vidyo Partner Program, ensuring their specific contributions are valued and their business objectives are met.
Navigating Program Requirements and Participation Tiers
The Vidyo Technology Partner Program is structured to foster active, committed, and value-driven partnerships. To ensure a high standard of quality and mutual success, the program outlines clear requirements for entry and ongoing participation, coupled with a tiered system that rewards growth and deeper engagement. Understanding these requirements and levels—Vidyo Partner and Vidyo Premier Partner—is crucial for maximizing the benefits of the collaboration.
To become and remain an active member, a partner must fundamentally demonstrate a value proposition aligned with Vidyo’s ecosystem. This typically means the partner has either developed a solution or sales capability on the Vidyo platform, possesses solution(s) that are interoperable or integrate with one or more Vidyo products, or offers solution(s) or capabilities that are complementary to the Vidyo portfolio. This flexibility allows for a diverse range of partners, from those deeply embedding Vidyo technology to those whose offerings enhance or work alongside Vidyo’s. Beyond this foundational alignment, key operational requirements include an exhibited commitment to an ongoing partnership, demonstrated through active participation in training programs and the business review process. Partners must also show the means to provide incremental customer value, ensuring that the collaboration brings tangible benefits to end-users. Critically, a prospective or existing partner must execute or have an existing master partner agreement with Vidyo. Lastly, partners need to meet the specific requirements outlined in one of the participation levels or present a clear plan to achieve these requirements.
The program offers two participation levels: Vidyo Partner and Vidyo Premier Partner.
The Vidyo Partner level serves as the entry point for OEMs, resellers, or referral partners who are committed to delivering and supporting Vidyo products and solutions. Key responsibilities and requirements at this tier include:
- Positioning and actively marketing their Vidyo-integrated or Vidyo-based solution in the marketplace.
- Ensuring their solutions remain current by providing updates, upgrades, and maintaining alignment with the most current Vidyo software versions. This is vital for security, compatibility, and feature richness.
- Completion of basic online training tracks provided by Vidyo, covering essential knowledge for sales, support, and operations roles.
- For partners with integrated solutions, Vidyo will review the partner’s solution self-validation test plan and results to ensure quality and interoperability.
- Providing comprehensive documentation for each solution, detailing its integration or interoperability with Vidyo products.
- Potential to receive “Powered by Vidyo” branding elements for Vidyo-validated embedded solutions, or “Vidyo Ready” branding for interoperable solutions, contingent on Vidyo’s review of testing results and integration opportunities.
- Opportunity for Vidyo and the partner to co-market the joint solution, amplifying reach and credibility.
The Vidyo Premier Partner level represents the highest echelon of partner engagement and revenue contribution within each category (OEM, Reseller, Referral). These partners are typically deeply invested in the Vidyo ecosystem, often selling complex solutions that combine Vidyo products with significant value-added services. To achieve and maintain Premier Partner status, partners must fulfill all Vidyo Partner requirements, plus demonstrate a higher level of commitment and performance. This includes:
- Completion of all available online training tracks for sales, support, and operations, with a commitment to an annual review for updated content. This ensures their teams possess the most advanced and current Vidyo expertise.
- Demonstrating consistent incremental growth, as evidenced in quarterly business review processes with Vidyo management.
- Strong alignment with Vidyo’s strategic objectives and a clear focus on Vidyo’s key vertical markets, such as healthcare and financial services.
- A significant financial contribution, where the partner relationship drives over $1 Million in revenue to Vidyo annually (based on Vidyo’s fiscal year: February 1 – January 31).
This tiered structure allows Vidyo to provide tailored support and benefits that match a partner’s investment and success, fostering a clear path for growth within the program. As BT, a Vidyo partner, states,
“Vidyo is very much a leader in the marketplace and offers what our customers want in terms of the quality of the experience – the end-user experience — and the flexibility to work across a range of technology vendors.”
This reflects the kind of market understanding and solution delivery expected from highly engaged partners.
Maximizing Profitability: Compensation and Benefits Structure
The Vidyo Technology Partner Program is designed not only to foster innovation and market reach but also to create a lucrative financial framework for its partners. Vidyo has established a straightforward partner compensation program, augmented by incentives for deal registration and specific marketing initiatives. The specific terms of compensation are tailored based on the partner’s engagement type (OEM, Reseller, Referral) and their participation level (Vidyo Partner, Vidyo Premier Partner), and these details are formally appended to the master partner agreement.
Key financial benefits typically include negotiated terms and a structured product percentage discount table for Reseller and OEM partners, allowing them to achieve healthy margins on Vidyo product sales and integrated solutions. Referral partners, on the other hand, benefit from a co-sell lead referral percentage, rewarding them for introducing qualified opportunities to Vidyo. This multi-faceted approach ensures that each partner type is compensated in a manner that aligns with their business model and contribution to the ecosystem.
Beyond direct financial compensation, the program offers a rich array of benefits that contribute to a partner’s profitability and operational efficiency. These benefits scale with the participation level:
- Access to Partner Portal Resources: All partners (Vidyo Partner and Vidyo Premier Partner) gain access to the Vidyo Partner Portal, a comprehensive repository of sales tools, marketing collateral, technical documentation, and training materials.
- Access to Vidyo Online Training Content: Both tiers have access to Vidyo’s online training modules, ensuring their teams are well-versed in Vidyo solutions.
- Listed as Partner on Vidyo.com: Partners at both levels receive visibility through a listing on Vidyo’s official website, enhancing their credibility and market presence.
- Innovation Showcase Listing Opportunity: All partners have the chance to feature their integrated solutions in the Vidyo Innovation Showcase, a valuable marketing platform.
- Monthly Partner News: Regular updates keep partners informed about program enhancements, new products, and market trends.
- Quarterly Product Road Map Update: Both tiers receive insights into Vidyo’s future product direction, aiding in their strategic planning.
- Discounted Demo Product Packages Available: Essential for showcasing Vidyo technology effectively, these packages are available to both partner levels.
- VidyoConnect License Allocation (Internal Use, Not For Resale): Vidyo provides complimentary NFR (Not For Resale) licenses for its cloud products. Vidyo Partners receive 10 licenses, while Vidyo Premier Partners receive a significantly larger allocation of 100 licenses, facilitating internal use, demonstration, and development.
Vidyo Premier Partners enjoy an enhanced set of benefits reflecting their deeper commitment and higher performance:
- New Opportunity Bonus: Premier Partners are eligible for an additional +2% discount on net new annual bookings exceeding $1 Million (Vidyo’s fiscal year, net new refers to new customer product sales, excluding renewals, determination at Vidyo’s discretion). This provides a significant incentive for substantial business growth.
- Vidyo Account Manager: Premier Partners are assigned a dedicated Vidyo Account Manager, providing a single point of contact for strategic guidance, issue resolution, and business development support.
- Vidyo Marketing Team Support: Enhanced marketing support is available to Premier Partners, potentially including joint marketing campaigns, MDF (Market Development Funds) consideration on a proposal basis, and prioritized access to Vidyo marketing resources.
- Periodic Business Review: Formal, periodic business reviews are conducted with Premier Partners to discuss performance, strategic alignment, and mutual growth opportunities.
- Spiff Programs for Partner Sales: Sales incentive programs (spiffs) may be offered to Premier Partners on a proposal basis, further motivating their sales teams.
This structured compensation and benefits system ensures that partners are well-equipped and incentivized to invest in their Vidyo practice, leading to increased profitability and a stronger, more collaborative partnership. The regular business planning and reporting discussions, facilitated by Vidyo partner managers, ensure transparency and allow for proactive support, helping partners and Vidyo to “develop a strong, successful partnership.”
Empowering Partners: Resources, Training, and Support
A cornerstone of the Vidyo Technology Partner Program is its unwavering commitment to empowering partners with comprehensive resources, robust training, and responsive support. Vidyo understands that partner success is intrinsically linked to their knowledge, capabilities, and access to the right tools. The Vidyo Partner Portal serves as the central hub for these enablement assets, meticulously curated to accelerate partner onboarding, enhance solution development, and drive sales effectiveness.
The Partner Training Outline is a structured curriculum designed to equip partners across various roles with the necessary expertise. Delivered via the Partner Portal, this training is an integral part of the onboarding process and a continuous learning resource:
- Foundation Track: This essential track prepares all partner personnel for a successful Vidyo partnership. It provides a high-level overview of Vidyo, its core capabilities, unique value propositions, and go-to-market strategy. Partners gain the foundational knowledge needed to confidently articulate the value of partnering with Vidyo.
- Sales Enablement Track: Tailored for partner sales specialists, this track focuses on positioning and selling Vidyo solutions effectively. Partners develop skills to uncover new, qualified opportunities, deepen relationships with existing customers, and master key selling propositions. It also covers customer approaches to navigate prospects through the sales cycle efficiently.
- Pre-Sales Engineer Track: This technical track prepares partner technical specialists to effectively position, demo, design, and present Vidyo solutions. Leveraging actual customer examples, partners gain end-to-end experience in diagnosing customer situations, architecting appropriate solutions, and presenting them persuasively.
- Operations & Support Track: This track is crucial for partners involved in the deployment, setup, and ongoing support of Vidyo solutions. It also equips them with strategies to build usage adoption and support renewal conversations with customers, ensuring long-term customer satisfaction and retention.
This multi-track approach ensures that every individual within a partner organization, from sales to technical support, receives targeted training relevant to their role, fostering a high degree of competency across the board.
Beyond formal training, the Vidyo Partner Portal is a rich repository of valuable resources, regularly refreshed with new content to keep partners at the cutting edge:
- Marketing and PR Templates: A collection of downloadable templates assists partners in developing professional solution briefs, collateral, press releases, and demand-generation campaigns. These resources also guide partners in delivering content required for a compelling listing in the Vidyo Innovation Showcase.
- Vidyo Logos and Style Guide: Access to official Vidyo product logos and the corporate logo, along with a comprehensive style guide, ensures brand consistency when partners incorporate Vidyo branding into their digital and print media.
- Monthly Partner News: A library of monthly updates keeps the partner community informed about hot topics, program updates, product news, and best practices for customer success, fostering a sense of community and shared learning.
- Deal Registration: The portal provides a streamlined process for registering new opportunities with Vidyo. A dedicated form and clear guidelines ensure that partners can protect their discovered leads and collaborate effectively with Vidyo sales teams. This process is crucial for managing channel engagement and rewarding partner-initiated sales efforts.
This comprehensive suite of resources and training ensures that Vidyo partners are not just equipped with superior technology, but also with the knowledge, tools, and support systems necessary to thrive in a competitive market. As Vidyo states, “Our partner program, along with the training, tools, and collaboration that are part of it, will provide you with the support you need to be successful.” The emphasis is on creating a self-sufficient yet highly supported partner ecosystem.
Showcasing Co-Innovation: The Vidyo Innovation Showcase
A key objective of the Vidyo Partner Program is to actively “promote innovative solutions, integrations, and interoperability.” The Vidyo Innovation Showcase is a prime manifestation of this commitment, serving as a dynamic and visible platform for partners to exhibit their unique capabilities and Vidyo-powered offerings. This dedicated section on Vidyo’s corporate website provides a direct path to market, allowing prospective customers, existing Vidyo users, and other interested parties to browse and search for new product solutions, find ways to solve existing business challenges, or discover how to add further value to their current Vidyo environment.
The Innovation Showcase is more than just a static listing; it’s a lead-generation engine and a testament to the vibrant ecosystem Vidyo has cultivated. When a visitor to the Vidyo website expresses interest in a partner’s listing—perhaps by requesting more information or a demonstration—Vidyo’s system captures this lead. Vidyo then undertakes a vetting process to qualify the lead before delivering it directly to the respective partner. This process ensures that partners receive high-quality, actionable leads, saving them time and resources in the initial qualification phase and allowing them to focus on promising prospects. This direct lead pipeline is a significant tangible benefit of program participation and active showcasing.
To maintain freshness and highlight diverse partner achievements, the Innovation Showcase features a selection of solutions on a rotating banner reel each month. This prime visibility offers featured partners an enhanced opportunity to capture attention. Throughout the year, Vidyo may offer various other spotlight opportunities, such as inclusion in themed campaigns, newsletters, or webinars, further amplifying the reach of showcased partner solutions. This continuous promotion underscores Vidyo’s commitment to actively co-marketing with its partners and driving business towards them.
Partners are encouraged to develop compelling content for their Showcase listings, utilizing the marketing templates and guidance available on the Vidyo Partner Portal. A well-crafted listing typically includes a clear description of the solution, its unique value proposition, the specific Vidyo technologies leveraged (e.g., vidyo.io CPaaS, VidyoConnect), target markets or use cases, and compelling visuals or case studies. For OEM partners, this is an opportunity to highlight how their “Powered by Vidyo” solutions deliver unique value. For Resellers and System Integrators, it’s a chance to demonstrate their expertise in deploying and customizing Vidyo technology for specific industry needs or complex workflows. The ability to be listed in the Innovation Showcase is available to all partners – both Vidyo Partners and Vidyo Premier Partners – thereby providing a valuable marketing avenue regardless of the partner’s tier, although Premier Partners may benefit from more frequent or prominent featuring opportunities based on strategic alignment and solution significance. The Showcase embodies the collaborative spirit of the program, turning individual partner innovations into a collective display of the Vidyo ecosystem’s strength and versatility.
Operational Excellence: Business Planning and Engagement
The Vidyo Technology Partner Program emphasizes not just the provision of technology and resources, but also a structured approach to business planning and ongoing engagement. This commitment to operational excellence ensures that partnerships are not static agreements but dynamic, evolving relationships geared towards mutual growth and sustained success. Vidyo partner managers play a pivotal role in this process, meeting with partners periodically to foster a transparent relationship and proactively identify areas where additional support, resources, or strategic adjustments may be needed.
A key component of this operational framework is Business Planning & Reporting. Vidyo understands that a shared understanding of goals, strategies, and performance metrics is essential for a fruitful partnership. To facilitate these discussions, outlines and templates for business planning and reporting are made available on the Vidyo Partner Portal. These tools can be downloaded and utilized by partners to structure their internal planning and to prepare for collaborative review sessions with Vidyo. These periodic reviews, especially critical for Vidyo Premier Partners, serve multiple purposes:
- Performance Tracking: Reviewing progress against agreed-upon metrics, such as revenue targets (like the >$1M annual revenue for Premier Partners), lead generation, new customer acquisition, and solution deployment milestones.
- Strategic Alignment: Ensuring that the partner’s go-to-market strategy and focus areas remain aligned with Vidyo’s strategic objectives and evolving market priorities, particularly concerning key vertical markets like healthcare and financial services.
- Opportunity Identification: Collaboratively identifying new market opportunities, potential for joint solution development, or areas where Vidyo’s emerging technologies can be leveraged.
- Resource Allocation: Discussing resource needs and how Vidyo can best support the partner, whether through additional training, marketing assistance, or technical consultation.
- Feedback Mechanism: Providing a forum for partners to share feedback on Vidyo’s products, program, and support, enabling Vidyo to continuously refine its offerings and partner engagement strategies.
This structured engagement helps both Vidyo and its valued partners to support each other effectively and cultivate a strong, successful, and forward-looking partnership. The requirement for Premier Partners to “demonstrate incremental growth in quarterly business review process” underscores the importance of these interactions as milestones for progress and accountability.
The Deal Registration process, managed via the Vidyo Partner Portal, is another critical aspect of operational engagement. It provides a transparent and fair mechanism for partners to register new opportunities they have identified and are actively pursuing. This protects the partner’s investment in lead generation and pre-sales activities and helps Vidyo manage channel engagement, prevent conflicts, and provide appropriate support for registered deals. Clear guidelines for the deal registration process are outlined on the portal, ensuring partners understand the criteria for registration and the benefits it confers, which can include preferential pricing or enhanced support.
Furthermore, consistent communication channels like the Monthly Partner News and Quarterly Product Road Map Updates ensure that partners are kept informed about Vidyo’s direction, new initiatives, and best practices. This flow of information is vital for partners to make informed business decisions and align their efforts with Vidyo’s trajectory. The overarching goal of these operational elements is to create a partnership experience that is not only profitable but also predictable, supportive, and collaborative, enabling partners to operate with confidence and efficiency. As Sam Waicberg, Senior Vice President of Business Development & Partnerships, states in the welcome, “I look forward to your knowledge, expertise, and engagement as we deliver our products to the world,” signaling Vidyo’s deep appreciation for and reliance on active partner participation.
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