Veritas Technologies today revealed that it had overhauled its channel program with an eye towards simplifying what’s required for a partner to participate, while at the same time enabling those partners to exploit a broader array of data management opportunities.
The Veritas Partner Force program is being enhanced to allow partners that exceed goals to be eligible to receive special rebates as well as increased deal registration rewards and pre-sales technical assistance. Veritas is also providing partners that focus on the midmarket or other specific commercial accounts opportunities to receive increased compensation along with access to technical assets such as e-learning modules and podcasts hosted on the company’s partner portal alongside other no-cost, online training modules.
In addition, Veritas is pledging to create co-marketing assets will be available to create demand with commercial and mid-market accounts.
Veritas is also now empowering distributors such as Ingram Micro and Tech Data to manage reseller relationships, provide partners with sales enablement tools, and technical support.
Finally, Veritas announced it is creating a Veritas Partner Development Fund through which Veritas is looking to foster the ongoing development of partners.
Via all these efforts Veritas aims to also recruit a new generation of worldwide resellers, service providers, system integrator, says Barbara Spicek, vice president of global channels and alliances for Veritas. Key to that effort is making it simpler for partners to engage, says Spicek.
“Complex partner programs are never appreciated,” says Spicek.
As more data heads into the cloud, Spicek notes that the data management is becoming more complex for customers to manage. That shift creates an opportunity for solution providers to sell everything from backup and recovery and disaster recovery solutions to managed services through which they manage a customer’s data on an end to end basis.
The challenge, says Spicek, is first educating partners on those opportunities and then providing them with the tools to take advantage of them in the most frictionless way possible.
Obviously, Veritas isn’t the only vendor focused on channel simplification these days. But as more IT vendors conclude they are doing more hinder than enable channel sales, solution providers should welcome a renewed emphasis on closing deals with a minimum of overhead that is arguably long overdue.
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