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FalconStor puts muscle into partner program

Network storage software developer FalconStor Software Inc. has announced changes to its channel program that it hopes will encourage partners to sign more deals and invest in certification programs in return for lucrative rebates, greater marketing dollars and assistance with lead generation, among other incentives.

The Melville, NY- based company will segment its 130 channel partners into a three-tier program based on revenues and certification. In the elite tier, the company requires partners to post $750,000 in revenues, which include income from net new business as well as licensing renewals. Elite partners must have two certified technical employees and three or four certified on the sales side. Partners achieving this goal will get a rebate of up to 4% on revenues. They will also qualify for the market development fund (MDF) program which gives them dedicated marketing assistance.

Premier partners must earn $350,000 and must have one certified technical employee and two or three certified on the sales side. Premier partners qualify for the MDF program, but they won’t receive a rebate.

Associate partners have revenues under $350,000. They must have one certified technical employee and one or two certified in sales. However, associate partners won’t qualify for either the MDF or rebate programs.

“The drive is to get partners all the way up to the elite program,” said Camberly Bates, FalconStor’s chief marketing officer.

Solution providers contribute 60% of the company’s revenues while 40% is through the company OEM’s like Sun and EMC.

In the area of training the company has developed online training as well as offering a four day course at its New York headquarters. Partners will be trained in two tracks: one on virtual tape libraries and the other on IPstore platform which includes disk based backup, continuous data protection, virtualization and replication software.

In recent months the company has expanded its outbound telemarketing and inside sales staf and executives said it’s committed to generating leads that match a partner’s skills and location. Partners registering deals will receive on average a 30% discount.

While FalconStor won’t refuse new channel partners, Tony Salvia, director of channel marketing, said the latest adjustments are geared toward improving the performance of its current channel partners.

“The enhancements that we’ve made in this partner program are directed toward enabling the partners that we have, making them more productive and helping them to meet the aggressive growth goals that FalconStor has,” Salvia said.

— Nicole Lewis

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