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Storage vendor X-IO Technologies has committed to do all of its net-new sales through the channel with the launch the eXcellence Partner Program this week.
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The new reseller program has a simple structure of two tiers -- Exclusive and Non-Exclusive -- dedicating one tier to resellers selling X-IO Technologies storage products exclusively and the other to resellers that carry competitive products. Exclusive partners can earn 40% gross margin while Non-Exclusive partners can make 20% gross margin, which, according to Mark Zeller, vice president of North American sales at X-IO, are both exceptional cuts.
X-IO Technologies offers registration for both opportunities and accounts. Partners can register opportunities for up to 30 days and accounts for 120 days with the possibility of a 120-day extension. The program also offers market development funds. Looking ahead, Zeller said the company will roll out training and certification options, but will not require partners to achieve them to advance in the program.
Gavin McLaughlin, vice president of strategy and communications at X-IO Technologies, noted that X-IO Technologies is about 15 years old and competing in a marketplace where small startup vendors are challenging the big-name vendors that have historically held sway. As the company has grown into the international market over the past couple of years, X-IO has looked for ways to increase its market share by adding new products to address different areas of the marketplace. In 2011, the company introduced an all-flash array, followed by Iglu, a fully featured storage array.
"The entire company, from Bill Miller, our CEO, to our CFO, to everybody in the organization, is dedicated to growing our company through the channel," Zeller said.
Zeller estimated that X-IO Technologies currently derives about 60% of its business from channel partners. In addition to getting all net-new accounts through the channel, he aims to work with partners to turn over X-IO's existing direct relationships to the channel over the next 18 to 24 months, but with the caveat that he can't set a deadline for when this will be completed. "We want to be cognizant of the current direct customers' preferences and who they choose to do business with, so I don't have a deadline on when that's going to be done," he said.
Channel news roundup from the week of Nov. 2
Here's a look at the highlights from the week:
- Trustwave Holdings Inc. and Bit9+Carbon Black kicked off an alliance in which Trustwave will become a global managed security service provider of the Bit9 Security Platform, an endpoint threat protection offering. In the new relationship, Bit9 will transfer its existing managed application control service customers to Trustwave. The partnership is the third Trustwave has entered in the past five months: The company announced an alliance with Akamai in June and an alliance with Palo Alto Networks in September. John Amaral, senior vice president of product management at Trustwave, said the technology partnerships will help propel the company's business among enterprise customers. He said the company plans to expand its coverage of security platforms and "develop a portfolio of products that resonate with the big enterprise customers."
- At the request of its managed service provider (MSP) users, network monitoring vendor Paessler AG added a new subscription-based licensing option of its PRTG Network Monitor product. The annual fee of new PRTG Network Monitor option is $16,000, and it offers 25,000 sensors that MSPs can deploy with as many core servers as they needed. The option also comes with unlimited remote probes, said Andrew Cutting, team manager of North American sales at Paessler.
- Network monitoring vendor Viavi Solutions Inc. launched Velocity, a global channel partner program. The program has three membership levels -- Authorized, Premier and Elite -- and offers tiered pricing, deal registration and stocking discounts. Viavi also increased its market development fund and discretionary fund program, and unveiled a new partner portal where partners can access information on sales, marketing and pricing.
- Sage North America has revamped the Sage North America and Global Partner Programs, adding new support and incentives for its channel partners. The Global Partner Program now offers a simplified four-tiered engagement model for all partners, including value-added resellers, independent software vendors and developers. Sage will also help partners adapt from on-premises to cloud sales strategies.
- Distributor Avnet Inc. has signed a distributor agreement in the Americas with Internet of Things and machine-to-machine networking company Aeris. Under the agreement, Avnet will offer Aeris' platform to manage cellular connectivity across LTE, GSM and CDMA networks.
- Additionally, Avnet Government Solutions LLC, an Avnet subsidiary focused on the U.S. public sector, opened an office in the Washington D.C. area, where Avnet said it can better serve its partners in the public sector.
- Cosentry, an IT solutions provider based in Omaha, Neb., is participating in the Microsoft Cloud Solution Provider program. Cosentry, which operates data centers across the Midwest, will now offer customers Managed Office 365 Services along with its Managed Azure Services. Cosentry said Microsoft's program enables it to "sell combined offers and services, as well as directly provision, manage, support and bill Microsoft products and services."
- LogNet Billing, a provider of billing technology for service providers, released MaxBill 5, the latest version of its billing product. MaxBill 5 introduces a set of analytics tools, an expanded library of business process templates and an integrated mobile self-care app that allows service providers to interact with customers through mobile devices.
Additional reporting by John Moore.
Also this week, Microsoft partner New Signature acquired imason
Avnet unveiled its cloud marketplace for value-added resellers, MSPs and cloud partners