Vega telecom operator expanded its services with ITGLOBAL.COM partnership program

The Task

Vega is always striving to enrich its service portfolio. As per Mikhail Telegin, Head of business development and customer service of Vega, “the company was never interested being merely “a duct provider”, offering third parties’ services with no control, no warranty, at customers’ own risk”.

Vega gathered the team of professionals that helps customers to solve any issue of any service in no time. The company maintains the services where Vega staff is highly competent by itself; some other cases are handed to professional partners.

When it became clear that the market is ready for virtual services, including IaaS and VDI, Vega decided to add them into the portfolio.

Partner selection included two key parameters:

• Team professionalism: experience, cooperation comfort, decision making speed, pace of technical staff getting involved.
• Profitability: only the partnership with apparent and attractive financial component could be taken into consideration.

The White Label partnership program

In the program framework partners obtain self-branded cloud platform and can sell IaaS from ITGLOBAL.COM under their own brands. Partner share is 30% from each customers’ payment. Note that the majority of hyperscalers cannot offer more than 5% profit.

Considering cloud market perspectives, the partners can draw new customers and/or shift loyalty of the existing ones, and carry out UpSale. The program does not require ample financing; Marketing Dept. efforts are sufficient. In fact the platform sells itself – this is completely the click&buy solution. The client only needs a console access, where he/she can purchase services on his/her own.

ITGLOBAL.COM guarantees to its partners:

• project’s full technical maintenance (Data Center, equipment, virtualization and administration);
• platform’s user interfaces branded with a partner’s logo;
• platform’s efficiency;
• platform’s updating;
• 24/7 customer support.

Marketing procurement, Sales Dept. training and functional B2B client database are on partner.

The platform’s principal functionality includes:

• tariffs’ application and billing;
• pre-paid and post-paid systems;
• interaction with technical support;
• e-mail creation and sending;
• knowledge base support.

Vega had no issues with technical integration of the service. There were, however, slight managerial impediments on early stage: the operator had to provide additional trainings for both sales and technical staff. Immersion into product specifics was called for. Apart from that Vega introduced positions of pre-sale managers and fully optimized internal training processes.

ITGLOBAL.COM keeps providing the partner with help on technical and pre-sale topics.

The Outcome

The cooperation lasts for about a year, now it is at the stage of development and active growth. The perspective of White Label is already evident for Vega. Expansion of service offers allowed turnover growth of $15K per month in less than 6 months.

The Future

Apart from the current basic B2B sales model carried out by Sales team, Vega plans to commence yet another, differently branded, cloud platform. The main dissimilarity of the new project is the absence of sales managers, with full-fledged promotion by marketing means only. There will be no need for the clients to interact with Vega personnel: one sets up an account, chooses suitable VM configuration, recharges that account and starts using a service.

Many Vega customers prefer self-service, they need no managers or some other intermediate links. Such users can actively operate on their own, tune their services and work out their tasks. Currently Vega conducts the preparatory works: developing marketing campaign, running-up sites, prototyping personal accounts. Launch is planned for early 2021.