Virtual machine backup software company PHD Virtual Technologies on Monday announced that it has revamped its global channel partner program and rebranded it as PHD Virtual Xpress Partner Program.
The partner program features simplified partner application and sales processes, personal attention from individually assigned PHD Virtual sales representatives, sales and training resources, co-branded collateral, lead generation and market development funds, among other incentives. The company has also established a partner advisory council and holds an annual partner conference.
"This is actually an enhanced version of the former Channel Xpress Program established in 2009," said Bob Charlton, manager of Xpress Partner Program sales. "This former program was a name only. Since PHD Virtual has modified its partner business and added new executive management, it was important that [the company] define a true partner program that focused on the global outreach."
PHD Virtual also introduced a new reseller portal as part of the revamped partner program. PHD Virtual Xpress Partner Network is a centralized repository of PHD Virtual marketing and training material and product presentations. "PHD Virtual has never had any type of partner network to support partners. [This is] a major change from the past program and another reason that we re-branded to the Xpress Partner Program," Charlton said.
The Xpress Partner Program has three tiers: Authorized and Premier, partners of which purchase PHD Virtual products only through distributors, and Platinum, partners of which can sell directly to their customers without using a distributor. (PHD Virtual still maintains the Gold level from its previous reseller program, but is no longer recruiting partners for that level.) Partners are given the Authorized status if they have less than $50,000 PHD Virtual revenue a year. Premier partners are required to sell over $50,000 a year. Platinum partners are required to sell over $200,000 a year.
The company now has about 500 partners worldwide, among all its tiers, Charlton said. In addition to selling through value-added resellers (VARs), PHD Virtual also sells to customers directly in North America, he said, with a "channel-neutral" policy, meaning that it will take deals direct only if no partner is involved. Outside of North America, all sales are handled through PHD Virtual's partners.
The company would not disclose its price-discounting structure.