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April 9, 2018
**Editor’s Note: Click here for our most recent list of important channel-program changes you should know.**
Expedient, the infrastructure-as-a-service (IaaS) and managed services provider, has launched its first centralized, national partner program geared toward referral partners.
The Expedient Partner Program draws upon the company’s strengths and resources, including leadership in key high-growth verticals, a history of technological innovation and a wide range of offerings. The partner program offers what the company calls an industry competitive annuity model in addition to existing relationships with three master agents: Avant, CNSG and Telarus.
Expedient’s Sam Sarnicke
Sam Sarnicke, Expedient’s director of partner alliances and business development, tells Channel Partners that his company has been working with local organizations for several years and has maintained a curated list of local partners in each of the cities where it has a physical presence.
“It has not been until now that we have begun to promote the larger opportunity nationally,” he said. “The growing opportunity that hybrid and multicloud infrastructure … offer complements our partner’s own services. We believe that our model of collaboration offers some unique attributes and takes advantage of our decades of experience selling such services.”
The integration of Expedient’s partner portal with its direct selling teams allows its sales leaders to review new lead registrations as they arrive — and communicate with partners within hours to discuss the best way to approach each opportunity, Sarnicke said. Partners have the opportunity to work side by side with Expedient’s solutions architects – and direct sales pros – to leverage their expertise. Compensation incentives are aligned accordingly for all parties to make collaboration mutually beneficial, he said.
“We offer partners the option of one-time or annuity compensation including a combination option in which we split the compensation across both types, allowing the partner to cover their own sales costs at the time the opportunity closes, and then also earn recurring commissions over the life of the agreement,” he said.
“All Expedient solutions are offered through the partner program,” Sarnicke said. “Each is delivered for a monthly subscription fee, offering partners an opportunity to develop a monthly recurring revenue [MRR] stream. All services are available at all locations, offering clients the discrete choice as to the location of their data, whether in cloud infrastructure as a service [IaaS] or physical colocation. Inter-data-center connectivity up to 100 Gbps on a private backbone transports data between locations, and wide-area network connections sourced through partner telecommunication networks bring it all together.”
Devin Williams, CNSG‘s vice president of strategy and partner enablement, said the program fosters the sharing of opportunities between partners and Expedient.
“It’s a two-way street, and in that regard we’re thrilled with Expedient,” he said.
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