Compass points Expand towards more resellers

WAN optimisation vendor claims that existing partners will benefit as it looks to recruit more partners

WAN optimisation vendor Expand Networks has launched its Compass Partner Programme to increase support for its resellers and to attract additional VARs.

The launch follows Expand’s acquisition of US-based DiskSites to boost its channel partners’ SME coverage (CRN, 18 May).

Adam Davison, vice-president of EMEA sales at Expand, told CRN: “We’ve had a partner programme in the UK for the past four and a half years. The key motivation for launching this programme is because we are seeing the market for our offering explode.”

A recent report from analyst Infonetics Research, WAN Optimisation Appliance Market Outlook, found the worldwide market increased by 49 per cent year on year in 2005 to $236m.

“The partner programme will see us work with application, server consolidation and networking partners,” Davison said. “On the old programme we had 20 to 30 VARs. We will migrate existing partners across and sign new partners.”

He added that Expand’s Compass programme offers partners deal registration, demand generation with leads fed to channel partners, online technical training and portal access.

“We need to make sure we are not over distributed,” he said. “There is still the same margin for our resellers now as when we started.”

Andy Nabbs, business development manager of Expand partner ISC Networks, said: “The Expand Compass programme is a good complement to our existing networking business.

“As resellers, we are always looking for new business opportunities. Expand’s products fit in any environment, regardless of what the core business is.”