Overland Storage on VAR hunt
Vendor unveils loyalty scheme to attract more partners
Overland Storage is planning to increase its VAR partnerships by 30 to 40 per cent in the next 12 months, following the unveiling of a loyalty system for its Profit Advantage through Registration (PAR) system.
The extranet-based system was launched last year (CRN, 14 February). It already features VAR deal registration, marketing development funds application and other capabilities.
However, the vendor told CRN that in March it will add a loyalty system to PAR, enabling VARs to accrue air-miles-style points based on sales of Overland kit.
Chris James, EMEA marketing director at Overland Storage, said: “Hopefully the new feature will help to increase VAR numbers by 30 to 40 per cent within the year. But we are looking for those with a storage background. The loyalty system is based on pure revenue, so the more VARs sell, the more they will get in return.”
VARs can use points on a range of personal treats, such as gifts, events and holidays. James added that points may be doubled-up for periods on specific products to enable Overland to “influence buying patterns”.
John Woolley, sales manager at Overland VAR Cristie, said: “Any channel partner will be concerned by an increase in the number of VARs, but as long as they are spread geographically then it shouldn’t drive down sales. Also, an addition to the PAR system will be good.”