PlateSpin launches partner programme
Vendor wants to get 25 fully trained partners on board by the end of the year
Following extensive consultation with its partners, virtualisation vendor PlateSpin has unveiled its new global channel programme and is looking to have 25 fully trained partners on board by the end of the year.
Last summer, the vendor initially started mooting changes to its channel programme (CRN, 3 August), but Patrick Malaperiman, regional director EMEA at PlateSpin, said it was important to get it right.
“We had a typical channel model filled with opportunistic early adopters and those that were willing to invest in Platespin, so we needed a re-segmentation of our partners,” he said.
Resellers will be divided into three levels – Gold, Silver and Platinum – and will be expected to provide a business plan or engagement plan, depending on their level. In return, PlateSpin has invested in a number of additional channel resources, including deal registration, marketing development funds and lead generation.
Malaperiman added that the firm was also working closely with its two UK distributors – Magirus and Centia – to recruit VARs to its programme.
“The key reason why resellers partner with PlateSpin is because our products enhance the delivery of VMware solutions and helps partners differentiate their offerings in the market,” he claimed.
He admitted that some partners may decide to stop working with PlateSpin.
Lorraine Higgs, virtualisation sales manager at Magirus, said: “Working with PlateSpin, we offer a mix of classroom training and practical instruction, supplemented by hands-on experience of real-life implementations.”
Paul Casey, datacentre VMware technology leader at VAR Computacenter Services, said: “With an emphasis on enhancing the speed of client implementations, the PlateSpin partner programme will ensure that we are better positioned to meet the needs of our customers.”