Arcserve today announced it had revamped its channel program as part of a concerted effort to provide partners focused on data protection in the midmarket with a higher margin.
The Arcserve Accelerate program represents the culmination of an effort to restructure the entire company following the appointing of an entirely new leadership team last year, says Adam Olson, vice president of worldwide sales at Arcserve.
Arcserve claims that partners see anywhere from 20 to 40 percent margins on product sales and that early participants in the Arcserve Accelerate program are already seeing a 300 percent increase in average order value month-over-month.
That commitment is pivotal at a time when startups backed by venture capitalists are backing are spending millions of dollars to gain market share at the expense of profitability, says Olson. Those startups, however, ignore the fundamental needs of channel partners that need to work with vendors that can show more flexibility on product margins, claims Olson.
In addition to higher margins, the Arcserve Accelerate program also provides access to partner certifications, individual and corporate SPIFs, marketing development funds, and a product portfolio that includes data protection software for servers, appliances, and public clouds. Arcserve is also committed to continuing to expand that product base through both organic and inorganic expansion, adds Olson.
Arcserve since spinning out of Computer Associates in 2014 has been locked in a fierce battle to gain share in a data protection category that refuses to consolidate. Despite ongoing pressure on margins, there are more vendors providing data protection software and services than ever. Each one of those vendors is highly dependent on channel partners, especially in the midmarket. It remains to be seen precisely how many data protection vendors the channel can ultimately support. But Arcserve is making it clear that in terms of benefits partners with data protection expertise deserve more than they might otherwise be getting from rival vendors.
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