Channel Marker

May 1 2007   3:46PM GMT

EqualLogic adds muscle to channel program



Posted by: Brein Matturro
Tags:
Channel
Channel partner programs
Data storage management
SMB

EqualLogic, today announced changes to its channel partner program that will further assist partners deploy its technology among midmarket customers who are increasingly adopting iSCSI storage area network (SAN) systems               

The Nashua, N.H. – based company is enhancing the way partners communicate with EqualLogic, both by adding more people who will be assigned to work with partners on customer accounts but also via the Web.

In its announcement the company said it has established a channel management team from EqualLogic that will be dedicated to addressing the challenges partners face in a number of areas that go beyond selling technology. 

The company will expand its field teams, positioning technical experts based on a regional focus.  Incentives are driven by increasing sales through the channel and team members are expected to identify, qualify and close sales deals as well as provide on-site training to partners’ technical staff.

To further assist partners, EqualLogic has developed a field marketing team to help partners gain greater exposure to end customers and to develop plans for co-marketing. 

Other improvements include telephone lines dedicated to channel partners who want to resolve issues relating to sales, product, marketing, competitive information.  EqualLogic will also offer Web-based training, regular webcasts, and forums where partners can air their complaints and discuss business strategies.

James Tenner, president of Broadleaf Services, said he expects the changes will assist his company as it implements iSCSI technology to midmarket customers, particularly those who lack technical skills.

“A number of these changes help us to educate the marketplace, whether it is the webinars, or the ability of the channel managers to come with us to do seminars in the marketplace or the ability to have the latest reports and data, they all help us give our customers comfort that they are moving to very mainstream, accepted, highly reliable technology,” Tenner said.  

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