Skype launches channel partner program in the U.S

Under the program, Skype's channel partners will receive training, sales and marketing collateral, customer tracking and reporting tools, along with account management support, according to the company. Skype will offer training and certification to program participants covering Skype Business Client, Skype Manager and Skype Connect so partners can offer consulting, installation, configuration, maintenance and support services to target customers. Under the terms of the program, partners will not resell Skype products to customers; rather, all Skype products will be bought directly from Skype.

At launch, Skype had already signed 20 value-added resellers (VAR) and systems integrators. Skype will also work with IP-enabled PBX and unified communications systems manufacturers that have been certified as interoperable with Skype Connect, with plans to introduce the Skype Channel Partner Program to channel partners that sell already these interoperable systems.

David Gurlé, vice president and general manager of Skype for Business, commented in a statement, "These 'trusted advisors' are selected by Skype based on relationships with business customers, the experience and know-how to provide complementary services, such as consulting, installation, training and local support, as well as hardware and software integration and industry-specific expertise. Ultimately, this Channel Partner Program will help us scale service and support for our business customers."

Our observations: Setting up a channel program is certainly a step in the right direction for Skype, and the move elevates the service provider one step closer to becoming a possible full time replacement option for traditional telecom services. However, as with other channel programs, the ultimate success will depend on how much benefit is created for the partners and the  users. Skype's large embedded VoIP customer base will bring some credibility to the table, but the company faces stiff competition as it seeks to get VARs to shift their attention from other providers' long-established channel partner programs.