PXC’s Partner Programme is designed to establish stronger relationships by focusing on the key tenets of collaboration and togetherness. A shining example of this is the vendor’s relationship with Gradwell Communications. Here PXC CSO Paul Smith and Gradwell Communications CPO Darren Standing explain how their relationship is driving mutual benefits.
“Collaboration with PXC has two core elements,” says Standing. “First is the operational collaboration. The programme gives us dedicated points of contact with figures at PXC that respect our position and experience in the market.
“That gives us the ability to really get the most from PXC and helps us operate efficiently to better serve our customers. We’re also getting technical expertise supporting our sales activities and that gives us access to higher revenues and higher margin opportunities.“
The second form is the strategic collaboration,” added Standing. “We’re getting early access to new products and services that helps us drive value with our customers. This allows us to become a trusted advisor for their communication needs, which is our focus.
“By having direct access to the PXC Executive Community, we’re able to give honest feedback to the team and we’re influencing the shape of their products and services. We feel we’ve had a real role in shaping the programme with our feedback, to better serve PXC and ourselves.
“We’ve built a relationship now between PXC and Gradwell Communications that’s built on trust and mutuality.”
Smith notes that his aim is to bring more human elements to a largely commoditised market. He said: “We have all had the same repetitive conversations about price and pipelines.
“We are encouraging a different conversation through webinars and other educational materials that moves the collaboration wider and onto better topics, such as more complex deployments or bids. It becomes less transactional on relatively transactional products and services and I think that’s a good outcome, and something that the Partner Programme helps to facilitate.”
