Seeking to drive company growth with vendors and ISOs equipped with common sales tools and certifications, NCR Corp. has created a new global partner program, a company executive says.
The Duluth, Ga.-based terminal manufacturer will provide its business partners with the opportunity to be designated at three different levels as sellers of NCR ATMs, point-of-sale terminals and other products, Keith Dunphy, NCR’s senior director of global channel and strategy programs, tells PaymentsSource.
The NCR Interact Global Partner Program provides designations as authorized, advanced or premier for its partners, based on the organization’s sales and technical competencies, training levels, certifications, demo equipment and availability of test labs and other facilities, the company announced in an Oct. 6 press release.
Prior to the creation of the new program, NCR had various programs in place that might satisfy specific partners, such as retailers in the United States, but they lacked an overall framework that would provide a standard model for all sellers across the globe to follow, Dunphy says.
“The new program defines competency models and gives overall structure that helps our partners present our products, while showing them how they should participate in the program and how they can benefit,” Dunphy adds.
The resellers in the partner program will have full access to all of the same equipment information and marketing support, which will provide better service to the customer, Dunphy believes.
NCR views the program as part of an overall strategy to grow in underserved and current markets, Dunphy says.
“This is all customer-driven in terms of determining where our opportunities are,” Dunphy says. “But emerging markets, such as India, China and Russia, as well as certain geographic areas of the United States, are certainly being viewed.”
Rather than view the program as a tool to penetrate a specific market, NCR felt it was a strategy focused on “top-line, profitable growth” across all sectors, Dunphy adds.
The program will help NCR providers “differentiate our brand, build sales momentum and add value to our customers,” Greg Cahoe, president of QSI Inc., an NCR provider based in Kentucky, stated in the press release.
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