BlueArc Expands Channel Sales Program
Quick refresher for the uninitiated: BlueArc specializes in scalable “high performance” unified network storage, so VARs knee-deep in virtualizaiton might want to keep an eye or an ear open on their solutions or programs.
But what about those program enhancements? Basically, the idea is to “support and attract” the ‘best-in-class’ storage resellers. BlueArc has a new “aggressive” growth plan, and is looking for the cream of the crop to kick off their new multi-tiered program. The program includes more access to technical training, an new Authorized Service Provider certification program, plus enhanced partner rewards and — of course — the all new sales tools to increase the all important bottom dollar (and help customer needs). There’s also deal registration price protection so you can be “rewarded and recognized” when you nab that solid new opportunity.
Part of the reason for the program bump is because BlueArc’s “Mercury” series had a boom in 2009 helping channel partners deliver high-performance and quality affordable NAS solutions. There’s now more than 150 partners across the globe and BlueArc says they’ve seen 110% jump in channel revenue in just two years.
Here’s a more detailed breakdown of what partners can now expect from BlueArc…
The Multi-tier Classification System: Your standard metals apply: Silver, Gold and now, Platinum. As you’d imagine, each level up the ladder gives you more rewards, from technical and sales support, early training and discounted demo equipment. Marketing support comes too, and if you’re a Gold or Platinum partner, you’ll become “an extension of BlueArc sales force” — privy to qualified lead distribution and advanced online and in-person training and invitations to Partner advisory councils. Buff up that platinum enough and you’ll be eligible for performance based incentive rebates.
The Authorized Service Provider Program: The ASP program lets authorized BlueArc resellers become trained and certified in specific BlueArc solutions. It starts with the ‘Mercury Quick Start Installation Service’ that provides partners with the knowledge on how to install Mercury solutions and “ensure customer satisfaction.”
A new online TCO calculator is also available along with added sales incentives like a “15 percent uplift to territory sales managers when they drive business through the channel partners, further supports channel success and growth.”
It should just be noted that this partner program boosting is part of a major industry trend lately, but this blogger is interested in knowing of these boosts actually provide real incentive.
Speak up, and let us know. We know you’re reading.