Storage vendor, Quantum, has implemented a new program to enforce a stronger emphasis on its mid-tier partners.
Country manager, Keith Busson, said it already works with large national resellers, such as Dimension Data, but felt it should also focus on the smaller partners to help them grow their business.
“There are some really good local resellers with good skills that we should focus on,” he said. “The smaller resellers don’t have the same numbers or the level of resources as the big guys, so they need much more help from vendors.”
The new program will provide partners with marketing, support and sales and pre-sales training. Busson said there will also be rebate programs and special promotions up for grabs, as well as tailored marketing campaigns.
Quantum currently has 20 mid-size partners. Busson said it wanted to build more structure into its relationship with them in order to effectively target the SMB space.
“There are some specific promotions for them and special pricing is also available,” he said. “We want to help them sell the more complex solutions and to get away from the commodity products.”