Disaster recovery solutions vendor Core Consultancy has culled its direct sales arm and switched to a “100 per cent” channel model.
The switch in channel strategy has been made, said the vendor, to help drive sales of its DataSafe backup and recovery service and follows a "12-to-18 month long" trimming down of its direct sales team.
Sharad Saggar, managing director at Core Consultancy, said: “Over the past 11 years, Core Consultancy has developed a sizeable customer base and the move to a channel model offers the potential to dramatically grow the use of DataSafe by SMEs across the UK.”
To support the venture, Core Consultancy has announced the launch of its first partner programme, where partners are classified as authorised, gold or platinum, depending on the level of business they do.
Saggar added: “The programme offers partners access to PR support and marketing resources that feature their own branding, but if they only make one deal a year that will not be a problem.”
The three-tier programme currently has 12 partners signed up to it, but the company is keen to attract more from across the UK, added Saggar.
“Historically, Core Consultancy is a London-based company and the idea is to expand out on that, as well as attract partners who understand the importance of adding value through IT support.”
Matt Torrens, director at Core Consultancy partner Sprout Technologies, said the “off the shelf” nature of the vendor’s DataSafe offering should help bring in resellers without a background in data recovery.
He said: “It is a cost effective way for resellers to extend the services they can offer to SME customers and does not require too much technical know how, either.”
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