Exinda steers reseller recruitment to Fast Track

Exinda hope to inspire commitment from allies by introducing two levels of partner

Dave Ryder: The programme will aim to help our partners close bigger deals

WAN optimisation vendor Exinda Networks has launched a Fast Track reseller programme to attract new partners and encourage greater commitment from its allies.

Exinda already has about 20 partners and Dave Ryder, the firm’s vice president of sales in the UK and Ireland, claimed he would like to double that number in two years.

The new programme will introduce two levels of partners ­ Authorised and Premier ­ and resellers will qualify for a deal registration scheme where Exinda will try to help close potential deals.
Authorised partners will be expected to undertake training sessions and maintain minimum revenue requirements, while Premier partners will need to meet higher annual sales targets and develop a business and marketing plan.

Ryder said: “We want to help partners close bigger deals. We have listened to feedback and will look at what we can do for them in terms of marketing and sales information.
“Being a Premier partner will need a greater commitment to Exinda and a greater commitment from us.”
Ed Callacher, divisional manager of networking for Exinda distributor Bell Micro, said: “The new programme looks innovative in certain ways. We just want Exinda to carry on doing what it is doing as it is incredibly supportive, flexible and easy to work with.”

Mark Evans, marketing director at IT network and security VAR Imerja, said: “I’m interested to see what is involved in the new programme ­ it has a different approach that other vendors could learn from.”