Asigra Inc., which has sold backup Software as a Service (SaaS) through partners since 1986, is formalizing its channel program for managed service providers and resellers who provide backup and disaster recovery through the cloud or as on-site software.
The Asigra Hybrid Partner Program, which launched today, includes several partner levels and commission incentive programs. Levels include:
- Named Partner: partners who sell Asigra software on a case-by-case basis;
- VAR Hybrid Partner: partners who resell software or managed backup services but do not host the services;
- MSP Hybrid Partner: partners who resell the software and manage their vault for a cloud backup service delivery; and
- 3D Hybrid Partner: partners who resell the platform, maintain a wholesale vault and support their cloud infrastructure.
Any of those partners can be FastTrack partners who work with Asigra on business plans with quarterly goals.
Asigra will pay partners a 15% commission if they register a deal, regardless of whether that partner wins the deal. FastTrack partners get discounts of 15%, 20% or 30% depending on how much revenue they derive from Asigra, and cash-back discounts of 2%, 3% and 4%. A customer with more than $3 million in revenue can generate margin discounts of up to 49% -- a 30% reseller discount, 15% for deal registration and 4% cash-back discount.
Toronto-based Asigra has sold 100% through the channel since it was founded. Partners either use Asigra Televaulting software for managed services or sell it as on-site software. The hybrid tag of Asigra's channel program reflects the services/software model as well as its selling through both resellers and managed service providers.
"We've had our head in the clouds for 23 years," Asigra Executive Vice President Eran Farajun said. "Partners have always sold services, and a select few sold software. More people have wanted to sell software over the past 18 months; that's what triggered this program. There are always some customers who have a tradtional approach to how they adopt technology and are not yet ready to buy cloud-based services.
The formalized program makes it easier for Asigra partners to build a business-model, said Mike Colesante, president of Houston-based Terian Solutions LLC, which sells managed services and on-premise backup.
"When things get more formalized, it's easier to plan ahead and figure your budget," Colesante said.
He says Asigra is Terian's exclusive partner for backup software because it supports disk backup on-site and a cloud implementation with plans to add archiving capabilities. "We keep our eyes open, but right now it's the best technology for us," he said.