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One of the main drivers for creating the new partner program was FileWave’s rapid growth over the past year.
March 14, 2019
FileWave, a multiplatform endpoint-management provider, has launched its first North American channel partner program.
FileWave’s Chris Russo
Resellers can sign on in different tiers based on sales volume, geographies and vertical markets, allowing them to add FileWave’s services to their portfolios immediately. With a newly signed distribution agreement and a channel engagement strategy, FileWave is now available to more than 25,000 resellers.
Chris Russo, FileWave‘s executive vice president of North American sales, tells Channel Partners his company has worked with many partners and resellers over the years, but for the most part it hasn’t had a “complete, integrated approach to leveraging this whole ecosystem.”
“We are so fortunate to have a distribution partner like Synnex that understands FileWave’s huge market opportunity, and can help us reach their vast community of resellers,” he said. “To properly support this opportunity, we have dedicated a channel team, headed up by Michael Hegeman, [as] director of U.S. channel operations.”
FileWave resellers now will be able to provide their customers with technology for managing macOS, iOS, Windows, Chrome OS and Android devices through a streamlined process. FileWave said its competitive pricing enables partners to “build strong businesses by delivering value to their accounts with opportunities to accelerate business growth through protected territories and markets.”
One of the main drivers for creating the new program was FileWave’s rapid growth over the past year, Russo said.
“It seems that markets are suddenly catching up to our multiplatform approach to endpoint management,” he said. “Twenty-five years ago, when FileWave started, most organizations were standardized on a single operating system, and everyone got the same type of computer. Fast-forward to today, and you see all kinds of device types and several operating systems – Mac, Windows, Chrome, Android, iOS – the list goes on.”
Here’s our most recent list of important channel-program changes you should know.
FileWave wanted to design a channel program that was built on equity and availability for all partners, Russo said.
“The real force multiplier of a channel program kicks in when the field sellers directly benefit from bringing a solution into their trusted relationships,” he said. “We tried to remove all the ‘cage fight’ aspect of traditional deal registration, but to offer an innovative approach that allows the most committed partners to get added benefits and protections.
FileWave resellers will have a multitude of tools on hand, including: access to the company’s partner portal that includes sales tools and online training; pricing protection in designated markets; a partner structure aimed at increasing revenue and profit margins; and assigned FileWave team members to quickly address customer questions.
“We grow our business, and build trust, by serving customers’ needs,” said Lee Prince, vice president of sales at Virtucom, one of the first partners to sign on with the new program. “FileWave solves some of the biggest challenges our customers face.”
Following FileWave’s record growth in 2018, the channel program is expected to further accelerate expansion into new markets.
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