Delphix has introduced its first channel programme, with three tiers designed to give partners a choice of how they work with the data virtualisation vendor.
The programme's first tier is Associate level, which is a referral programme for companies that are aware of data virtualisation but do not specialise in it. The second tier is the Enterprise level, which is for partners who want to be official resellers of Delphix.
The final tier in the programme is Alliance level, for MSP and SI partners who want to build the solution into their data practices.
Delphix's EMEA channel director Gareth Whiting said: "We have partners who work with us on Associate level to introduce our solution to their partners. Then we will help drive the cycle forward as Delphix, as a way for partners to earn margins on the customers they have referred to us, without them having to full-on resell the solutions.
"Enterprise level is for partners who want to be full-out resellers. Those who want to resell the technology, get technically competent and build up a recurring revenue with us."
The California-based vendor was founded in 2008 and previously had a "101 basic" partner programme before launching the full programme this month.
Delphix has seen a "rapid" growth in partners, with 25 signing up in the last 12 months. That brings the vendor's partner base to 45 partners in EMEA, with six in the UK. The firm is looking to recruit around 20 more partners in EMEA before the end of its financial year 2016, ending in January 2017.
Whiting attributed the increase in partners to the larger market penetration the vendor has seen following key themes in the market around DevOps and data security.
"As Delphix has grown, we have always been partner-centric," he said. "But as we strive towards becoming an even bigger company, we need to start getting the structure in place to really be very proactive with our partners. We want partners that can grow and scale with us as we reach the next level of the company."
Capita signed up as a partner with Delphix in March 2016 and has chosen to become an Enterprise partner with the new programme.
James Melhuish, sales director at Capita, said: "We selected Delphix because of the transformational benefits the technology delivers. The local support is excellent and we're excited about the new programme, which promises to further expand our knowledge and capability around data virtualisation."
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