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August 1, 2017
Program enhancements include a new two-tier framework, revamped partner incentives, and stronger sales, marketing and technical support. It combines Carbonite Home & Office, EVault and DoubleTake products into one program, “simplifying the process for partners to engage with Carbonite across product lines,” according to the company.
Carbonite’s Jon Whitlock
Jon Whitlock, Carbonite’s vice president of channel sales and marketing, tells Channel Partners his business is evolving and growing, and during the past year and a half it has acquired two companies: EVault, focused on midmarket, and DoubleTake, for high availability. Both companies had their own dedicated partner programs, he said.
“With today’s updates to Carbonite’s partner program, we are bringing this all together into a single framework,” Whitlock said. “No matter what portfolio you’re coming from, you’ll have a seamless and consistent experience through Carbonite’s partner portal. The program not only simplifies the engagement with partners across the product portfolio, but also makes it easier for partners to understand how to engage with and profit from their relationship with Carbonite. New incentives are included that focus on value and the level of investment partners make in the partnership, ones that help our key partners differentiate themselves in the data protection marketplace with Carbonite.”
Carbonite previously announced changes to its partner program in spring 2016.
Authorized and Premier partner levels are aimed at helping Carbonite better understand the stage of each of its partnerships so it can make the appropriate investments. Also, specializations provide the opportunity for partners to demonstrate competency in EVault and DoubleTake products, and allow them to participate in the deal registration program and receive additional margins on top of base product discounts.
“Instead of going through EVault or DoubleTake as a first step, partners come directly to the Carbonite partner portal and can easily engage with us no matter what products or solutions they are interested in,” Whitlock said. “As part of the unified (program), partners can now more easily engage with Carbonite and offer the solutions that best fit each business customer’s specific needs as they pertain to uptime, data recovery and cost — across the different segments of their technology environment.”
Partners now receive between 20 percent and 25 percent margin on approved deal registrations when they close depending on product line, specialization and partner level. Premier partners will participate and receive additional benefits through marketing investments and more per business plans.
“Our partners provide the single best avenue to build strong relationships with businesses and organizations of all sizes,” Whitlock said. “The new Carbonite Partner Program provides the framework for Carbonite and our partners to work together in resell, MSP, alliance and referral business models through a) access to a portfolio of leading data protection solutions, b) profitability through incentives and programs that continue during the lifetime of a customer relationship, and c) complete support from Carbonite experts who are focused on our partners’ success.”
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