TeamViewer EMEA channel boss lifts lid on next evolution of partner programme

Tobias Schmidt speaks to CRN about why TeamViewer’s “growth engine” lies in the enterprise space

TeamViewer wants to drive enterprise growth with partners at the centre of its strategy following the launch of its new partner programme.

The remote desktop access solutions provider unveiled its first global partner programme TeamUP last year.

Speaking with CRN about the progress of the new partner track, Tobias Schmidt (pictured), EMEA channel director says his priority remains "unchanged" and firmly on enterprise growth alongside partners.

"Since launching our new partner programme at the beginning of last year the focus has been on driving enterprise growth with our channel partners across the EMEA region and globally," he says.

"When we say enterprise growth we not only mean enterprise in our classic remote IT support solutions, but beyond that with addressing use cases in operational technology (OT) scenarios."

He continues that another focus is working alongside TeamViewer's roster of partners.

"Another priority is leveraging our partner network with both existing and new partners to drive incremental growth with what we call partner sourced revenues, which is essentially incremental growth brought to us by the partners."

On whether or not the vendor plans to add more partners to its ecosystem, Schmidt reveals TeamViewer is "not necessarily looking for new partners" for its flagship IT remote support solution, but rather is focusing on the ones it already works with.

"But when it comes to our augmented reality solutions," he adds, "we are looking for new partners in different areas. So it's not necessarily only a reselling focus, but also looking into system integrators and MSPs."

More partner programme changes?

Since launching TeamUP in February last year, Schmidt says the vendor has received positive feedback from its partner survey, and reveals whether channel firms can expect any upcoming changes.

"The programme itself is still reseller focused but for a good reason because a vast majority of our existing partnerships are still a reselling partner. Therefore this is tailored to proactive, committed partners who want to drive reselling business with us as a company, mainly towards enterprise solutions.

"However the next evolution of the programme may go further into addressing partners more into the system integration parts.

"So we give the possibility to partners to expand their value towards own services. How can we enhance our enablement capabilities to train those partners to make sure they are either engaged in the pre-sales and the consulting phase of customers, or in the post sales when it comes to integration and maintenance."

Driving enterprise growth

Schmidt highlights TeamViewer's enterprise focused business as its "major growth engine".

"Meaning targeting bigger companies with higher security standards and requirements," he explains.

"Not only managing IT assets, but OT assets, though, this is our clear growth engine, while we keep maintaining our strong SMB business and further growing that with digital offerings and also with our landscape.

"The growth engine in itself lies in the enterprise space. Our major strategic pillar within that is our focus on partners we are working with in the UK.

"This is where we have business plans in place. Our marketing spends are tailored and focused on that, and our sales efforts on the channel side, but also on the direct sales side, are tailored for that."

Partner challenges

TeamViewer houses both a direct and indirect sales organisation as part of its go-to-market.

"One question partners often ask is how do we combine partner sales and direct sales?

"The answer is our overlay models, or having clear rules of engagement, clear collaboration rules, and also on the compensation scheme, everything is set and clear, and it's a win win situation.

"We do have a deal registration process in place with the partner portal giving partner security to be secured on a deal, if it was brought to us by them."

The EMEA channel boss sounds off by highlighting the importance of TeamViewer's partners to its business.

"TeamViewer was founded in 2005 and the channel business is only seven years old.

"We started to work properly on the strategy with channel partners for seven years now. So it's a rather young, fresh go-to-market pillar, and by far the fastest growing one."