Zoom announces new updates to its partner program to advance channel-first strategy
Today at Zoomtopia Partner Connect, Zoom reaffirmed its channel-first strategy by announcing new upgrades to the Zoom Up Partner Program, enhanced tools for partner enablement and a deeper focus on AI-powered offerings. .
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 and an improved partner experience with Zoom.
“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.”
Program 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 Q1 2027.
- Business Process Outsourcing Program: Expected to launch later this month, the program will provide eligible business process outsourcing providers access to Zoom Contact Center under usage-based terms.
- Managed Service Provider 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. Partners are Zoom’s number one driver of new Enterprise business, and in Q2 FY27, the channel drove 90% of Zoom’s top 10 customer experience deals. Recent updates to Zoom’s partner program are showing results with help tickets decreasing 46% year over year and over 300 Partner Certification completed.
Learn more about Zoom’s partner program here.
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