Platespin turns its hand to SMEs
Virtualisation vendor also wants to increase VAR numbers and formalise partner programme
Virtualisation vendor Platespin has revealed plans to formalise its global partner programme, increase VAR numbers and expand into the SME sector.
The vendor currently has between 100 and 120 VARs globally, of which 13 are active UK partners, including Computacenter. Platespin operates a two-tier channel model and works with three UK distributors: CDG, Magirus and Scribona.
Cadman Chui, vice-president of marketing at Platespin, told CRN: “We want a comprehensive and structured partner programme. However, we are trying to not confuse partners.”
Although details of the new programme are yet to be unveiled, Chui claimed it was likely to be tiered with Platinum, Gold and Silver levels.
“We will need more partners [for the programme],” Chui said. “We are always looking for more. Most partners come to us, but we are now beginning to reach out to them.”
The vendor currently focuses only on the medium and enterprise business sector, which is defined as business with more than 500 servers. However, Chui added that Platespin has plans to expand its end-user focus.
“We have plans to enter the SME market in the next calendar quarter,” he said.
Steven Donovan, managing director of Platespin VAR P2Logical, told CRN: “Tiering should be positive for partners. Seeing Platespin’s products sold on a wider basis will help to increase the overall focus. Hopefully, if by attacking the SME space its return on investment increases, then Platespin can also invest back into the channel.”
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