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16 Jan 2006
Storage vendor Zantaz has moved all its resellers over to a global partner programme to take advantage of the expanding market.
Zantaz said the new global channel programme will be managed from its London office and Brian Dainton, European channel development manager at Zantaz, said partners can expect several benefits.
“We need to have a global strategy to cope with our expanding channel and sales in various sectors. In effect the move is more about the way in which partners receive help, such as a 24-hour support desk,” he said.
The global programme has three partner levels: Referral, Platinum and Diamond. Existing resellers are to be moved over in stages, with one VAR becoming a Diamond level partner and seven VARs reaching the Platinum level.
Glenn Perachio, director for European sales at Zantaz, explained that previously partner tiering was managed by its European distributor, Essential. “Essential had its own levels of reseller before, but these three new levels bring things under our control,” he said.
Each level has reseller sales, marketing and technical documentation tools, with partners able to receive them based on their participation in the programme and their level of commitment.
Zantaz also claimed that partners will benefit from channel-focused events. The first European-based event is to be held in April.
Keith Quinn, managing director of Essential, said: “I think this is a positive step and partners will get more momentum on marketing from Zantaz to support their sales. The change may bring teething problems, but nothing that isn’t outweighed by the benefits of the new channel strategy,” he said.
According to a recent report from Radicati, revenue from the European compliance and email archiving market will grow to an estimated 1.8bn euro by 2009, up from 207m euro last year.
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