Spanning Cloud Apps is looking to the channel to continue its expansion. The company, which is responsible for Spanning Backup for Google Apps, has launched a channel reseller program to work with VARs and systems integrators (SIs) to build its marketing and sales.
The Spanning Authorized Resellers Program was designed to provide partners with good margins and recurring revenue related to Spanning's Google Apps offerings. Spanning's cloud offering provides backup for Google (NASDAQ: GOOG) Apps, including Gmail, Drive, Sites, Calendar and Contacts. The secure cloud-to-cloud offering was designed to protect Google Apps data and SSAE 16 Type II audit processes.
"We have designed a program that extends the value of reseller services, and brings together the key support pieces for their ongoing success," said Jeff Erramouspe, chief revenue officer at Spanning, in a prepared statement. "We're excited to already be working with leading VARs and system integrators worldwide and look forward to expanding into new relationships."
A few of the key features of the new channel partner program include:
- A discount structure with margins that gives reseller partners complete control over end user pricing and a higher average revenue per user (ARPU); potential for increased ARPU by 60 percent to 80 percent over selling Google Apps alone.
- Lead referral and distribution of new business opportunities.
- A simple contracting process to get resellers into the market quickly and efficiently.
- Customized marketing programs for specific territories, market segments and business practices, including email marketing, webinars and other co-marketing activities.
Spanning has begun working with channel partners around the world to take its cloud-based backup offering to market.
Spanning has been building out its offerings and direct sales force and reseller channel. Earlier in the spring, the company acquired $6 million in funding from an undisclosed investor to grow its sales, and it looks like that funding has paid off in a growing channel program.