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Falconstor pumps up partner plans

Falconstor pumps up partner plans

New certifications and a formal channel program on the way

Storage software vendor, Falconstor, is formalising its channel strategy and will look to introduce new certifications and a partner program.

Regional director, Heather Butchart, said it planned to implement programs and certifications coming out of the US locally to provide a consistent framework for partners.

"It is something that needed to be put into place so that we have a structure around our channel strategy," she said. "As we see the material from the US we will roll it out here."

Training for new certifications will be launched in the next quarter and will focus on three key areas: a partner's ability to market Falconstor solutions, implementation process and being able to provide a level of support services.

"For partners that have already gone through equivalent certifications, it will just be a question of checking their capabilities with a short test," Butchart said. "This will also help to increase their business opportunities because they can then develop services around those certifications and further develop Falconstor solutions."

She also planned to offer the vendor's US-based partner portal locally, giving partners access to technical and product expertise, an implementation and deployment guide, company updates and a sales representative guide.

Butchart is also aiming to recruit more staff and set up a Victorian office. She cited opportunities in that market for virtual tape library and continuous data protection.

"We are looking to expand the local headcount with people that are storage savvy and are technically capable," Butchart said. "Our partners are not looking for people who can sell for them but can sell to them and can help them facilitate the Falconstor solution as well," she said.


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