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October 2, 2017
**Editor’s Note: Click here for our most recent list of important channel-program changes you should know.**
The program aims to help its network of resellers to take advantage of continued growth in the managed file transfer (MFT) market with its Enhanced File Transfer (EFT) platform, and also maximize integration-platforma-as-a-service (iPaaS) sales opportunities available through the recently released Kenetix platform.
Globalscape’s Tom Fitzpatrick
Tom Fitzpatrick, Globalscape’s senior director of channel sales and marketing, tells Channel Partners the new initiatives provide better enablement resources so that it’s easier to make the sale. With Globalscape’s technology, organizations can accelerate their digital transformations and “maximize their potential by unleashing the power of data,” the company said.
“The managed file transfer (MFT) market is a complex sale, so we are trying to ensure that our partners have the right training, at the right pace, so they can make the sale,” he said. “We hope this will improve the overall experience of our partner program and the experience of working with Globalscape. We have spoken to partners that are hesitant to get into an MFT or iPaaS opportunity because of the complexity of the solution. The Express Deal Registration program gives them the opportunity to get their feet wet and leverage our team’s capabilities in configuring and closing an opportunity with the added benefit of making some nice margin for themselves.”
Globalscape has refreshed and enhanced the training programs, partner portal, marketing tools, business development strategies and profitability enhancements available to resellers. The three-tier (Platinum, Gold and Authorized) program enhancements also reflect the needs of today’s resellers who require simple, mobile and remote access to resources, according to the company.
Express Deal Registration accommodates partners who have cultivated an opportunity but lack the resources necessary to close the deal on their own, and also provides additional margin to the partner.
Globalscape’s Gary Mullen
“We feel that by providing more campaign-in-a-box marketing programs, we can give partners a chance to take advantage of our marketing resources and better understand the buyer needs without reinventing the wheel,” said Gary Mullen, Globalscape’s vice president of marketing. “The faster you can get in front of potential customers with solutions to their issues, the faster you can close the sale and recognize the margins. We really think that Globalscape is a ‘sticky’ proposition for customers — it’s just the nature of what we sell with both MFT and iPaaS offerings. These technology solutions abound with opportunities for a partner’s added services.”
Globalscape’s goal is to maximize opportunities with its existing network of nearly 400 reseller partners, then expand the program to accommodate new partners.
“These updates give us an opportunity to continue to improve on the overall program — and ensure our current base of partners has the resources to be successful, while also allowing us to recruit more value-added resellers,” Mullen said. “Our strategy is to attract partners who are ready to build a practice in iPaaS or MFT. These program elements are designed to make the decision easier and the process smoother for those partners.”
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