Early this month, cloud backup provider Mozy announced changes to its reseller partner program.
Among the enhancements are a revamped partner portal; customizable, co-branded marketing and sales material; a new market development funds (MDF) program; new lead management tools with deal registration; and lead sharing for Mozy resellers with the Platinum status.
Darrell Gamble, director of channel sales, said Mozy is putting a lot of focus on the channel, with channel revenue expected to reach 37% of the company's overall revenue by the end of 2012. Gamble also said Mozy has doubled channel revenue from 2009 to 2011, but declined to disclose actual revenue figures. Gamble said Mozy has 5,000 resellers.
The higher percentage of channel revenue can be traced to the inroads the company is making among larger customers, Gamble said. With 80,000 business customers, he said, 15% of them are at customers with 250 or more employees, and 5% of them are at customers with 1,000 or more employees. "Enterprise is our largest-growing segment right now. And that's exclusively handled through our reseller channel," Gamble said.
Mozy spokesman Steve Jensen estimated that among customers with 250 or more employees, typically 50% to 75% of the work force's computers is being backed up by Mozy's service.
The Mozy reseller partner program has three tiers: Silver, Gold and Platinum, with benefits and requirements varying by tier. Access to market development funds and lead sharing is reserved for the Platinum status. Silver partners receive the same program benefits as the Gold tier, except joint account planning, sales engagement support and product roadmap updates.
The Mozy reseller technical support also varies by tier: The Silver and Gold tiers get 24/7 phone and chat support in the U.S. and access to Mozy's support portal. The Platinum tier gets that support, as well as "physical restore" support.
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