Legato restructures channels, ups co-op funds

Legato restructures channels, ups co-op funds

Storage software vendor Legato has thrown down the gauntlet, claiming that it's in the final stages of signing a number of channel partners formerly aligned with its competitors under a new-look channel strategy.

Legato has added another tier to its channel strategy and has bolstered its marketing and co-op program to give resellers access to more funds than ever before, according to Steve Crow, Legato director of partner operations, intercontinental region.

Also on the agenda is the abolishment of Legato's service and support fee for resellers that elect to resell Legato's ongoing support contracts. Previously partners have been forced to pay around $US7500 per year to Legato to provide second and third-level support on behalf of their customers.

Crow said the fee now only applies to resellers that invest in building their own call centres, and as such will profit from owning the support contracts with the customer. For high-level support these resellers will be able to simply escalate the problem to one of Legato's global service centres, and hence the charge. For all other resellers Legato will manage the support contract with the customer, for which the reseller will receive an ongoing margin.

Crow is in Australia to discuss the new channel strategy with Legato's partners, as well as to host training seminars this week in Melbourne and Sydney -- Thursday, May 9 and Friday, May 10, respectively.

[For the full story on Legato's new channel strategy, read ARN next week (May 15).]

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