Overland Storage will add more features to its UK channel programme by April to help it undercut rivals and strengthen its reseller partnerships.
The vendor's Gold and Silver level channel partners currently receive access to Overland's web portal, Xtra Net, where they can apply for marketing development funds, browse product news and find technology specifications.
The vendor now wants to add a profit, acquisition and registration (PAR) section to the portal, where resellers can register sales talks with end-users.
"The PAR is a deal-by-deal registration programme that locks out other resellers from deals that are in the pipeline," said Chris James, marketing director at Overland EMEA.
James added that lock-out will occur when the deal becomes official, such as at the project naming stage.
He said Overland will still work directly with its resellers if necessary to undercut a rival vendor's offer.
Michael Kerman, chief strategy officer at Overland, said the vendor also expects to add 12 VARs by the end of this year.
"There will always be box shifters, but we are now looking for those that can add real value. Our sales are doubling quarter over quarter, and they go directly through the reseller," Kerman said.
Overland recently unveiled its Multi-SitePAC software, an automated remote backup mirroring product which the vendor has claimed speeds up data recovery, eliminating the need for users to change systems or software.
Jason Beeson, storage solutions manager at Hammer, said: "If Overland is driving in reseller focus then it's a good thing. It already has a system in place, but PAR just tightens things up."
Beeson added that recruiting more VARs would be good for the channel.
"Hammer will help to dig them out of the woodwork. Twelve isn't too many, and it will help stimulate demand," he said.
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