Enterasys to Channel: We’re Growing
Networking company Enterasys is bringing its channel partners to San Juan, Puerto Rico, for its annual Americas Partner Conference May 2-4. But the company hopes its partners come away from the event with more than just a great tan; Enterasys wants its partners to know it’s growing.
The three-day event will be chock full of educational sessions and plenty of networking opportunities, and partners also will have the chance to hear the latest in Enterasys products that “will enable our partners to find and win new business in the data center, cloud, wireless and many vertical markets,” said Charlie Van Pelt, director of Channels & Business Development for North America at Enterasys. “Additionally, they’ll hear about our renewed emphasis on growing with our partners by opening new alliances and markets.”
Indeed, enabling partners and giving them the right tools to enhance their revenues and margins are the major focus of this year’s event. The data center will be top of mind as Enterasys debuts a new modular switching offering at the conference, but the company also will place heavy emphasis on channel opportunities in wireless, cloud and physical security.
“We want to give our partners the opportunity to learn and collaborate on how to find more new opportunities and increase our joint winning percentages in them,” Van Pelt said.
As more enterprises move some or all of their data center services into the cloud, Enterasys is working to ensure its partners stay relevant through specializations. In January 2011, the company reworked its channel program to include free presales technical specialization courses, designed to arm channel partners with the technical expertise they need to competently manage the sales process with their end user customers, said Bill Przybylinski, director of North America channels/distribution at Enterasys.
He noted the changes to Enterasys’ partner program are geared toward helping partners find – and land – new customers.
“When we looked at our plans for 2011, as well as the feedback from our partners on their expectations and growth, we all agreed that it’s difficult to grow business by simply maintaining an installed customer base,” Przybylinski said. “We have a 97 percent customer satisfaction rating vs. 80 percent customer satisfaction for the rest of the industry. Our partners see happy customers stay. So if they go after new customers, their business will grow.”
Indeed, the Americas Partner Conference will include sessions on helping partners find and land new customers to increase their revenue.
In short, the message Enterasys wants to impart to its channel partners at this year’s event, Van Pelt said, is simple: “Enterasys is growing.”