Zoom is introducing a simplified incentive structure, new partner specializations, expanded self-service tools and additional AI services designed to provide partners with more opportunities to do business.
“When our partners succeed, we succeed, and we want to give our partners every opportunity to win,” said Nick Tidd, head of global channel GTM at Zoom. “In just two years, we’ve invested heavily in our program, tools, and the breadth of our platform to build a channel-first strategy squarely around our partners’ success.”
Zoom’s latest updates include:
Simplified performance and participation tracks: Zoom is replacing its legacy points bonus with a net MRR growth metric. Partners can earn one point for every $1,000 in monthly recurring revenue growth during the applicable assessment period. New customer MRR will continue to count separately, allowing partners to earn points in both categories for eligible new-customer growth.
On the Participation track, Zoom is replacing asset shares and campaign leads with a flat five-point credit for each customer-facing activity, including events. Partners may also be eligible to earn points for qualifying AWS Marketplace deals and participating in quarterly marketing campaigns.
Updated incentives for longer commitments: Next year, Zoom plans to introduce new SPIFFs and rebates that will scale based on contract length, with additional visibility into reward structure for partner.
Self-service NFR access: Beginning next month, partners will be able to view their not-for-resale (NFR) product allocations and availability by partner level. Zoom plans to make the process to request incremental NFR licenses self-service through the partner portal by the first quarter of 2027.
BPO program: Expected to launch later this month, the business process outsourcing program will provide eligible business process outsourcing providers access to Zoom Contact Center under usage-based terms.
MSP specialization: Expected in December 2026, the specialization will recognize partners that deliver managed services. Anticipated benefits include Advanced Delegated Account Access, direct Tier 2 support, incentive benefits and enhanced service levels.
These announcements come amid continued channel momentum at Zoom. According to the company, partners are Zoom’s leading driver of new enterprise business, and in Q2 FY27, the channel drove 90 percent of Zoom’s top 10 customer experience deals.
