Virtualisation management vendor, PlateSpin, has tweaked its channel program in an effort to boost channel business globally.
“In Asia-Pacific, we have 80 active partners and, of those, we have about 40 in A/NZ,” PlateSpin regional director, Greg Cullen, said. “Right now, we have six that are at platinum and gold level. The end game is to really create a program where we encourage the right people and right behaviours from the partners so that effectively they build PlateSpin into their virtualisation practice.”
There are two changes to the channel business model and both impact the company’s margin program for value-added resellers. The first is a doubling of the base partner discount for gold level resellers to 20 per cent. To be eligible, partners must make a commitment in terms of sales and technical accreditation, Cullen said.
As part of this first change partners may be eligible for an additional 15 per cent margin for registered, approved and won deals.
“Basically, we have a partner portal and they [partners] go through the process of registering opportunities online,” Cullen said. “We have a service level agreement to respond within 24 hours and then during that process we will jointly work on ways to close that opportunity and accelerate it.”
The second tweak to the partner program is the formalisation of the revenue attainment plan. Gold and platinum partners that achieve quarterly revenue commitments may be eligible for better margins, Cullen said.
“We actually now have an Asia-Pacific-wide standardisation, which is really important from a management point of view,” he said. “We want to get to a more unified way of managing people and everyone should be on a level playing field, particularly when there are quite a few Asia-Pacific-wide system integrators and resellers.”
PlateSpin is also looking to appoint additional partners to its platinum, gold and technical service levels and claimed more than 80 per cent of global revenues were derived through the channel.
In March the company parted ways with distributor, Infotronics in favour of a sole agreement with Ingram Micro. The news followed the release of the vendor's first disaster recovery platform, PlateSpin Forge. The company brought on Infotronics in August 2006 .
In February this year Novell announced it had signed a definitive agreement to acquire PlateSpin for $US205 million .