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Box Inc. targets integration with new Box Services Partner Program

Sue Troy

Cloud-based file sharing and document management company Box Inc. today extended its relationship with partners with a new program aimed at systems integrators and consulting companies.

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The Box Services Partner Program joins the company's existing reseller-oriented Box Partner Network for channel partners, which was established in February.

The Box Services Partner Program is a three-tiered program, with Advantage, Preferred and Premier levels. The Advantage level is intended for systems integrators and consultants that have a regional footprint and expertise in software and application programming interface (API) integration or custom application development. The Preferred level is intended for integrators or consultants with similar expertise that do business nationally or globally. And the Premier level is for integrators with a similar footprint and expertise as the Preferred level but that also have a practice dedicated to Box.

Members at all levels have access to services and specialization training, a listing in the Box Partner directory, professional services and sales support, a 10% referral fee for new leads (if the member is not already a Box reseller), reseller discounts on software licenses and a Named Partner Manager at Box. Preferred and Premier members also have access to joint business planning from Box, an invitation to the Partner Advisory Council and lead sharing. Premier-level membership also carries executive sponsorship and quarterly business review benefits.

According to the company, Box Services Partner members have three main ways to make money around Box: through core implementation services and support involving end-user and admin training, application integration, content migration and tier-one support; via Software as a Service and legacy integration services; and through custom application development.

Chris Penner, vice president of channel sales for Box, explained the evolution of a partner program specifically for integrators and consultants. "This past summer we did an analysis on our ecosystem of partners [in the company's reseller-oriented program] and found that upward of 30 partners [out of more than 500] would consider themselves SIs [systems integrators]," Penner said. Those partners, he said, joined the reseller program because they saw that that would lead to services revenue downstream.

"Part of the extension of our program [was] to offer the types of [things] that [systems integrators and consultants are] asking of us, which is deployment and deeper product training and expertise, and access to our consulting organization, access to our APIs that can be custom-developed, etc.," Penner said.

There were also integrators that were not members of the reseller-oriented partner program that were interested in partnering with Box, Penner said.

Among the companies that are Box Service Partners are Capgemini, Tech Mahindra and Volo Cloud Solutions.

In addition to the new Box Services Partner Program, the company also announced a new partner portal and on-demand training today.


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