Enterprise backup solutions company Unitrends has revamped its partner program following its merger with Kaseya, a provider of management software for managed service providers.
The Kaseya-Unitrends merger, revealed in May, yielded a portfolio spanning remote monitoring and management, endpoint management, network monitoring and management, professional services automation, security, and enterprise backup solutions. According to Unitrends, which runs as an independent company inside Kaseya, the redesigned channel program aims to enhance partner benefits and support for legacy Unitrends partners, while tapping into the Kaseya MSP community.
The redesigned program also reflects the shift away from Unitrends' previous volume-based channel strategy in which the vendor sought to "recruit a large number of partners, large and small, across various geographies," said Dante Gordon, senior director of channel marketing at Unitrends, based in Burlington, Mass.
"It is not a volume play anymore. We are not looking at adding partners for the sake of adding numbers," he added. "A key tenet of the program is ensuring that we are delivering one of the most profitable programs in our industry for partners, and one of the ways we do that is ensuring we are not saturating the market ... and eroding margins."
The Unitrends channel program now features a four-tiered membership structure of Authorized, Silver, Gold and Platinum levels, offering incremental discounts and incentives, among other benefits.
"What we have done with the new program is we have established partner segmentation and ... tiers based on partners' investment and commitment to building a practice around Unitrends," Gordon said.
Program benefits include a proposal-based market development funds (MDF) program.
"Unlike a lot of vendors, we don't allocate MDF based on a percent of bookings or revenue. ... Any partner in our Gold and Platinum tiers has the ability to submit a proposal for MDF dollars that they want to apply to a particular marketing campaign."
Unitrends' partners can also tap a new cloud-based partner portal containing a library of marketing materials, such as packaged campaigns that partners can white label. Additionally, Unitrends said it will soon roll out a marketing automation service for email campaigns.
As for Kaseya MSP partners, Unitrends said it will extend Gold-level program benefits to Kaseya MSP partners for a limited time. Those benefits include access to MDF, dedicated channel managers and lead referrals.
Gordon said Kaseya MSP partners, which tend to target the small and medium-sized business space, are complementary to Unitrends' midmarket focus. He noted that he also sees the merger as an opportunity for Unitrends' traditional resellers to use Kaseya's offerings to incorporate managed services into their businesses.
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