Data management vendor CommVault has announced a reform of its channel program, signalling its intent to rationalise and re-tier, in addition to welcoming a new ANZ distie.
"We want to bunker down with a smaller number of partners and protect their investment," CommVault's A/NZ director of channel and alliances, Justin Cooper, told CRN.
"The goal is to have five or six platinum VAR partners and 12 to 15 gold VAR partners," said Cooper. "We're a lean organisation and don’t have the capacity for hundreds of partners. We want partners aligned with our vision."
Cooper also told CRN that Nextgen Distribution had been recently signed as a distributor for Australia and New Zealand, while flagging that there may be "consolidation" among its other Australian disties.
Nextgen managing director John Walters said: "Nextgen Distribution is pleased to be partnering with CommVault in Australia & New Zealand and supporting their go to market strategy. We look forward to supporting the channel with next generation storage solutions."
Cooper said that in the past CommVault had been too tactical with its approach to the channel and now wanted to be more strategic.
"In the past we were too opportunity driven," said Cooper. "We now want to get more strategic with the channel. We want a strong pipeline of opportunities that we can collectively work on and close."
The enhancements announced include an expanded sales and technical training program, an improved partner portal, a new 'MarketBuilder' designation, and a service provider-specific edition of its PartnerAdvantage scheme.
CommVault conducts all its sales in Australia through the channel, which is why the reforms were so important, said Cooper.
"We want to mirror the partner's investment with resources and training devoted back to them," Cooper said.
The latest announcements come after Cooper foretold CRN in February that changes were on the horizon.
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