Vectra Networks, an automated threat management vendor, launched its first formal channel program, focusing on resellers and systems integrators with network security practices.
The Vectra Networks Global Channel Program consists of Authorized, Premier and Elite tiers, with differing requirements for participation and benefits. Partners in the Authorized tier are eligible to resell Vectra products and services, can access the program's partner portal, and can also participate in deal registration. The two higher tiers of the program call for revenue and resource commitments. The Premier level, for example, requires a partner to have two salespeople and two systems engineers trained and certified on Vectra's technology, while the Elite level requires at least three certified salespeople and three engineers.
Benefits at the upper tiers include market development funds (MDF), sales leads and joint sales calls.
Rick Geehan, vice president of sales at Vectra Networks, based in San Jose, Calif., said the vendor wanted to become a channel-oriented company from its inception. But initially, the company sold direct to learn how best to sell its products and impart that knowledge to partners, he noted.
"We didn't want to go too fast to the channel," Geehan said.
Vectra Networks in July 2015 began signing partners at what is now the Authorized level. Geehan said the objective was to start out slowly and begin building mind share in the channel. The company now has about 30 partners.
Geehan said Vectra Networks isn't working toward a particular goal regarding the number of partners it wants in its channel program.
"I don't want to get too far ahead of ourselves," he said. "You sign the number of partners that you can support."
Nexsan builds out its global partner program
Nexsan Inc. has expanded its global partner program, which now includes its Transporter product line that parent company Imation Corp. obtained in its October 2015 acquisition of Connected Data. The move will enable Nexsan partners to add Transporter, a private cloud file sync-and-share appliance, to the portfolio of products they already sell.
Geraldine Osman, vice president of international marketing at Nexsan, based in Campbell, Calif., said the company has seen a lot of traction for Transporter among it storage and security channel partners.
"The channel is a perfect fit for the Transporter private cloud appliances," she said. "Opening that up to the Nexsan channel made sense."
Osman said Transporter is included within the Nexsan partner initiative's deal registration program, noting that the company is also adding Transporter to marketing programs, such as MDF. In addition, Nexsan's partner program now has tiers, whereas its structure had previously been flat.
Bob Fernander, Nexsan CEO, noted that the vendor is now the only operating entity under Imation. In February, Imation sold its IronKey security offering to DataLocker, and its USB technologies to Kingston Digital.
IT channel news roundup for the week of March 21
Here's a look at the highlights from the week:
- AppSense, which specializes in secure user environment management, said it has expanded and unified its global AppSense Partner Program. The company said the expansion involves increased investments, benefits and resources for channel partners in every international region.
- MineralTree, which provides an accounts payable and payment automation offering, unveiled its Partner Program for Resellers and Business Process Outsourcers. Last year, the company announced a partner program for finance and accounting outsourcers.
- Online security company AVG Technologies expanded its AVG Business portfolio with new security features for AVG CloudCare, and announced a partner training and certification program.
- Security company Passportal Inc. teamed up with ConnectWise to provide cloud-based identity and password management products to managed service providers and solution providers. Passportal products are now available for purchase directly from the ConnectWise catalog of integrated technology.
- F5 Networks Inc. made two channel-related hires: Peter Brant, formerly of Fortinet, as its new senior vice president of North American sales; and David Helfer, formerly of Lookout, as its vice president of worldwide channels. In his new role, Brant will be responsible for the go-to-market strategies and day-to-day operations for F5's North American sales. Helfer will oversee global channel strategies, partner engagement and the expansion of worldwide channel operations capabilities.
Sirius Computer Solutions buys out Force 3.
Verizon Enterprise hires a new channel exec.
Learn about partner opportunities in BPM market.