Neverfail VARs must complete its Fast Start training programme
Disaster recovery vendor tightens its channel
Disaster recovery vendor Neverfail is tightening up its channel by insisting resellers complete its Fast Start training programme.
The vendor, which first announced its intention to switch to an indirect model in 2003 (CRN, 3 February 2003), claimed UK firms have become increasingly vulnerable to IT downtime, which is fuelling demand for Neverfail’s products.
Neil Robertson, group chief executive of Neverfail, said: “Business users have changed. Ten years ago they were looking at information in their own environment, but over the past five years they have invested heavily in developing an e-business methodology. The level of dependency has increased enormously in terms of vulnerability to downtime and this has provided an opportunity for our channel.”
The vendor’s Fast Start scheme is a web-based training programme that provides resellers with both sales and technical training.
“We have spent the past six months going through the partners that engaged with us initially and asking them to complete the Fast Start programme,” Robertson said.
“We review how partners are getting on as any vendor does. We don’t intend to grow our reseller base in the UK, we want to increase the level of productivity from each partner,” he added.
Peter Gleadell, sales manager at VAR Acutek, said Neverfail was a valuable partner.
“Neverfail’s products are very important to our business and appeal to customers that need to keep up and running 24-hours a day,” he said. “We looked at the marketplace and haven’t found any other vendor that can offer the same.”