Power protection vendor, Emerson Network Power, has launched a new certification program to assist resellers with sales and technical skills.
"We have been listening to our channel and they want to know how they can increase their margin by including power protection in the sale," national channel manager, Martin Hatcher, said. "We are not just talking about UPSs but also surge protection, software monitoring both from the preventative maintenance and environmental point of view, cooling and racks."
Called Fast Track, the program will be split into three tiers - VARs, network solution partners and enterprise business partners.
"VARs will mainly focus on our small micro range of UPSs, which is where we experience a large volume of sales," he said. "Moving up the levels, our network solution partners will have access to our complete portfolio of products.
"What we are seeing now is that as IT environments become more power dependent, our resellers are requiring larger solutions. As they move up and commit to more training we will offer them more products."
Compulsory training for all partners is based on three modules. These cover a range of topics, such as power for IP telephony, remote management, powering and cooling blade servers and managing critical spaces.
"Module one is more about giving the practical guidelines, creating awareness and what to look for. Then we move on to how to put those solutions together. The third module will have training, certification and a sales and technical stream," Hatcher said.
Accredited network solution and enterprise business partners will receive lead referrals and access to a wider range of Emerson products.
Hatcher said he would like to attract as many VARs as possible. The vendor was also aiming for 20 network solution partners as well as a handful enterprise business partners.
"We have really started to hone our channel strategy and you will see a lot more of us as we try to certify our channel," he said.
Emerson distributor, LAN Systems, will be staging the first Fast Track session on February 27.