Double-Take Software overhauls its channel programme
Software vendor unveils two-tier channel scheme following Sunbelt System Software acquisition
Double-Take Software has revamped its channel programme following its acquisition of software distributor Sunbelt System Software last year.
In the UK, Sunbelt had been Double-Take’s exclusive distributor. The acquisition gave the vendor an instant presence in the UK as it took over Sunbelt’s premises and maintained the distributor’s staff.
Ian Masters, former sales director at Sunbelt and now Double-Take’s UK sales director, told CRN: “We went from being a distributor to being a vendor and then underwent an Initial Public Offering in December, so following all these changes we decided to re-evaluate the business.”
Double-Take has now split its channel programme into two tiers – resellers and partners – with partners being further segmented into Solution Partners, Volume Partners or Managed Service Providers.
The firm’s existing partners have until the end of March to go through the accreditation process.
Double-Take has 30 to 35 partners in the UK to date and while it is receptive to more, the vendor said it does not want to open the floodgates.
“We want partners with vertical expertise,” Masters said. “Healthcare, public sector, legal, finance and Sage are the vertical markets to focus on.”
Under the scheme, Double-Take is offering partners a full marketing development funds programme that they can sign up to.
Dave Simpson, sales director at VAR Softcat, said: “We’ve just become a Volume Partner. It’s not often we take on a new vendor, but Double-Take’s product fits with some of our other disaster recovery offerings and several customers mentioned Double-Take to us.”
Simon Buist, business development director at Double-Take partner Apex Computers, said: “We took Solution Partner status in the new structure because we felt confident this would allow Double-Take to better service our particular needs as a partner.”