BridgeHead Euro vision hopes are heightened by RAP
Arc Technology becomes first European distributor for storage software vendor's Reseller Accreditation Programme
Storage software vendor BridgeHead has launched a two-tier European channel strategy, following its move away from a direct route to market.
BridgeHead develops data storage and management software that it has claimed improves end-user data archiving efficiency and storage cost-efficiency.
Under the vendor's new Reseller Accreditation Programme (RAP), distribution partners will use their own contacts to develop and cultivate sales leads for resellers, eventually passing over the developed leads for easier sales.
Because of this feature, each RAP will be unique and tailored to the distributor, but BridgeHead said the underlying ideology of each will be identical.
Arc Technology will be BridgeHead's first European distributor, with more distributors expected to be brought onboard within the coming months.
However, Tony Cotterill, managing director of BridgeHead, stressed that distributors will not be creating ready-made sales for resellers.
"Reseller partners will still have to do a bit of the groundwork themselves, helping to build profiles of sales with end-users. Initially Arc is our sole partner. It is small and focused.
"Once established, we will bring larger distributors onboard," he said.
BridgeHead also hopes to increase its European reseller base by between 11 and 20 core resellers.
The vendor said it would accredit resellers based on the number of sales that each generates, with a top tier of elite resellers working independently from distributors, handling sales, installation and maintenance themselves.
Owen Dukes, chief operating officer at Arc Technology, said RAP will help the company build on its existing distribution strengths.
"By administering BridgeHead's RAP we expect to put ourselves, and the resellers, in a stronger position to take a piece of the inevitable action through sales of its range of products," he said.