Decoding the Zoom Up Partner Program
An analysis of the strategies, statistics, and opportunities driving over 30% of Zoom’s enterprise revenue through the channel.
driven by partners, highlighting a successful channel-first strategy.
in video conferencing, leading the industry and creating vast partner opportunities.
maintaining pandemic-era scale, powered by a robust partner ecosystem.
Revenue Trajectory: A Partner-Fueled Climb
From $330M to over $4.6B, Zoom’s explosive growth reflects the power of its expanding channel program.
The Zoom Up Program: A Modern Partner Framework
How does the points-based system work?
Partners earn credits for pre and post-sale activities, not just bookings. This flexible model rewards total contribution, with annual status assessments starting October 2026 to provide clear structure and goals.
What are the benefits of the partner dashboard?
Launching February 2026, the new dashboard offers transparency by simplifying target tracking and accreditation management. This data-driven approach removes complexity and boosts partner engagement and investment.
What areas of expertise will be recognized?
The program segments partners by expertise (e.g., Sales, Technical Support, Professional Services). This allows partners to build specialized practices and earn points that reflect their unique value, creating a more diverse and capable ecosystem.
Channel Performance Metrics
Key channel indicators show consistent double-digit YoY growth, confirming strong partner engagement and program health.
Double-Digit YoY
Double-Digit YoY
Double-Digit YoY
Navigating the Path Forward
⚠️ Challenges
- Churn & Competition: Retaining users against bundled rivals like Teams is crucial as revenue growth stabilizes.
- Program Transition: Partners must adapt to the new points system and dashboard before the first assessments in October 2026.
✅ Actionable Opportunities
- Leverage New Tools: Utilize the Feb 2026 dashboard and partner locator to gain visibility and attract net-new deals.
- Focus on High-Growth Areas: Prioritize APAC expansion, webinar services (45B+ minutes), and emerging AI-CX trends.
- Build Expertise Tiers: Specialize in sales or support to earn more points and climb the annual partner rankings.
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