Cloud file management software vendor Syncplicity Inc. launched its first channel program, which offers pricing discounts and administrative controls for its cloud-based file management, backup and collaboration services.
Syncplicity’s Business Edition online file management software service provides file sharing, backup, file synchronization, collaboration and “anywhere” file access -- including mobile access. The technology is software-based and installs on clients for use with existing file management software resources, or uses a Web interface for IT shops that have their entire IT infrastructure in the cloud.
The company distinguishes its channel program by offering reduced pricing on both initial deployments and renewals. “For resellers, the big benefit is that they can take this product to their customer base and create recurring revenue,” Syncplicity CEO Leonard Chung said.
The Software as a Service (SaaS) provider does have a direct sales force, so it could directly compete with its resellers. Chung said the company has about 100,000 total seats, with resellers around the world. He estimated that 50% of the company’s customers are outside the U.S.
Chung said Syncplicity allows its channel partners to maintain control over the end-user relationship by giving them administrative tools to manage end-user accounts. “What makes us different is that our full-fledged reseller program allows customers to work with their IT solution providers rather than just saying, thanks for the referral,” he said.
Syncplicity’s reseller administration console lets partners manage its end users’ accounts remotely or on-site using policy-based management tools. Partners can also offer free trials, provide training, provision new accounts and have access to billing and marketing tools.
Brad Shimmin, principal analyst at Current Analysis Inc., agreed that Syncplicity’s recurring-revenue opportunities and administrator controls does distinguish it from other channel programs. Shimmin likes that Syncplicity offers consistent discounted pricing for renewals, as well as its administrator controls.
“It allows these channel providers to really provide the value that makes them a necessary component of their customers’ enterprises, and that is what they are after,” Shimmin said. “Syncplicity is taking the right approach for the channel partners in that they’re allowing them to take ownership and responsibility and to represent the Syncplicity brand.”
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