Exinda reorganises reseller program

Exinda’s approach to WAN optimisation, called Unified Performance Management, integrates WAN optimisation, application acceleration, application visibility and application response measurement onto a single appliance to achieve peak network performance.

The vendor also provides a global Web-hosted central management platform, called Service Delivery Point, which manages its appliances distributed throughout networks.

Jim Christie, vice president of worldwide sales for Exinda Networks said the program provides resellers with revenue and margin opportunities as well as all the supporting elements that resellers need to be successful.”

The new Fast Track program has two types of reseller in its new program; Authorised Partners that receive Exinda’s monthly channel newsletter and access to Exinda’s partner portal. To maintain Authorised Partner status, resellers are required to participate in a minimum of four Web-based training sessions and meet a minimum annual revenue requirement; and Premier Partners, that receive the benefits of Authorised Partners plus deeper discounts, qualified sales leads and a more comprehensive set of sales, marketing and technical tools.

“Premier Partners will also be eligible for co-marketing initiatives and programs. To maintain Premium Partner status, resellers are required to develop a business and marketing plan, have engineering resources for implementation and provide pre-sales and post-sales support. Resellers must also achieve a minimum level of annual sales,” said Christie.

He told CRN the vendor created a new channel program because it wanted a way to create stronger relationships with its resellers.

“We've always had excellent relationships with our distributors and as the organisation has grown and matured, we felt a strong need to partner with the resellers while maintaining the same strong relationship with the distributors,” he said. “Deal registration is one of the key features of the new program. Often in the marketplace, resellers find they work diligently on a deal only to have it stolen in the eleventh hour by another reseller strictly on the basis of price. The deal registration rewards resellers for registering the opportunity with additional margin and technical support to the registering reseller making it easier for that reseller to have a dominant position in the deal.”

Also included for our authorised and premier partners are market development funds and co-marketing programs, said Christie.

Currently Exinda has approximately 30 resellers in its books. Christies said, it hopes to attract new resellers with the program and also wants existing partners to buy into the new program and take advantage of the training, deal registration and co-marketing aspects of the program.

“We hope the new program will bring several things to the company and to the partners, including a much more structured program where resellers know what they're entitled to and increase business all the way through the channel,” he said.

exinda program reorgnises reseller software