FalconStor brings new channel program to A/NZ

Global PartnerChoice program is “fairly standard” that aims to grow partner ecosystem

Disk-based data protection software vendor, FalconStor Software, has introduced its global three-tiered channel partner program to Australia and New Zealand (A/NZ), 16 months after its US launch.

PartnerChoice is a three-tiered channel partner program that aims to provide channel marketing and sales support based on distribution, services, and reseller partners’ independent business model, level of engagement, and commitment.

“PartnerChoice gives partners access to a mature program that will support them in building a world-class data protection business,” FalconStor A/NZ country manager, Vic Masi, said.

The program includes marketing support, sales incentives, training, technical support, a deal registration scheme, and protection.

A Web-based PartnerPlace portal has also been activated to provide exclusive information and documentation to assist with sales processes and attracting and retaining new business.

According to Masi, the "fairly standard" program will help partners come on board.

FalconStor is on the hunt for partners that have a substantial professional services and managed services component to their business, as well as the ‘value added’ element. It is not seeking partners that are purely in the product resell marketplace.

The launch of PartnerChoice in A/NZ symbolises the completion of its global rollout.

While it has been active elsewhere in the world for over a year, the program took long to arrive in Australia as a result of its global scale, and the refinement and testing process within the US, Masi said.

“We made the decision to launch the program in A/NZ once we stabilised the business here, and give it the attention it needed, and quite frankly, figure out what has and hasn’t worked elsewhere, and taken then best practices out of that,” he said.

While support and training is localised in terms of channel management, marketing, onboarding, and training, PartnerChoice is not altogether tailored specifically for each region.

“The idea is to have a global approach. The reality is that the majority of the program fits the Australian landscape in terms of partners and customers, so there’s not much need for customisation at the moment,” Masi added.