ITWire

Channel partners will not receive any margin on Skype services. Skype tells prospective partners: "Business customers will continue to purchase Skype products directly from the Skype website in the same way as they do now'¦Skype has relied for some time on this global direct sales model via the web and therefore we do have direct accounts'¦ Skype does not classify its channel partners as resellers because there is no reselling of Skype by the channel partners (either Skype products or Skype credit). End customers will be required to purchase Skype products and Skype credit directly from Skype."

It adds: "The services that you provide to configure, install, support and manage Skype products should provide you with upfront and ongoing revenues from your customer'¦By selling Skype certified hardware accessories (for example, headsets, video conference equipment, IP-PBX systems) channel partners will be able to generate incremental hardware sales revenue."

Skype's US subsidiary, Skype Inc, has already enrolled and trained 20 US VARs and system integrators that have started marketing and selling their own services and third-party hardware and software for use with Skype's business solutions.

Skype says it will also work with manufacturers of the IP-enabled PBX and UC systems that have already been certified as interoperable with Skype Connect to introduce the Skype channel partner program to their existing channel partners.