Zoom revamps partner programme with AI & new incentives
Wed, 4th Nov 2026 (Today)
Zoom has updated its Zoom Up Partner Program and related partner tools as part of its channel-first strategy.
The update includes a revised incentive model, new specialisations, broader self-service options and a stronger emphasis on AI-related offerings for partners. Zoom also outlined changes to how performance and participation are measured across the programme.
Under the revised structure, Zoom is replacing its Legacy Points Bonus with a Net MRR Growth metric. Partners will earn one point for every USD $1,000 in monthly recurring revenue growth during the assessment period, while new customer MRR will continue to be counted separately.
For participation, Zoom is replacing Asset Shares and Campaign Leads with a flat five-point credit for each customer-facing activity, including events. Partners may also qualify for points from AWS Marketplace deals and quarterly marketing campaigns.
Zoom has also outlined changes linked to contract length. It plans to introduce SPIFFs and rebates that scale with the duration of customer commitments, while giving partners more visibility into the reward structure.
Another change affects not-for-resale product access. Partners will be able to view NFR product allocations and availability by partner level, and Zoom intends to make requests for additional NFR licences self-service through the Partner Portal.
New specialisations
Beyond the incentives model, Zoom is preparing two additions aimed at specific partner groups. One is a Business Process Outsourcing Program, which will give eligible outsourcing providers access to Zoom Contact Centre on usage-based terms.
The other is a Managed Service Provider specialisation, which will recognise partners that deliver managed services. It is expected to include Advanced Delegated Account Access, direct Tier 2 support, incentive benefits and enhanced service levels.
The changes come as Zoom highlights partner sales as a central source of enterprise business. Partners are the company's largest driver of new enterprise business, and the channel accounted for 90% of Zoom's top 10 customer experience deals in the second quarter of fiscal 2027.
Zoom also pointed to operational measures to show the impact of earlier programme changes. Help tickets have fallen 46% year on year, while more than 300 partner certifications have been completed.
Nick Tidd, Head of Global Channel GTM at Zoom, linked the latest programme changes to the company's broader partner model.
"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.
Tidd said Zoom had continued to invest in the structure around its partner network over the past two years.
"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," Tidd said.