Salesforce Launches VAR Program For Cloud Computing Service

The vendor, which called the initiative "the first cloud program of its kind," said it already has enlisted more than a dozen resellers to the program. "With their depth of customer expertise, resellers bring tremendous value to cloud computing," said CEO Marc Benioff in a statement.

Under the program, solution providers will combine the on-demand Force.com platform with custom application development services. The program is free to join and offers the opportunity for VARs to manage contract renewals and generate recurring revenue, according to the company.

VARs can sell the Force.com platform along with services such as mobile capabilities, data storage and development services. Salesforce will provide first-line support for Force.com while VARs are responsible for supporting applications and customizations.

Salesforce said VARs can generate recurring revenue on the initial contract and on renewals.

The program provides technical tools, training and go-to-market resources for developing cloud-computing expertise. A sales resource center includes a Force.com sales kit and demonstration materials. A consultant resource center offers such implementation resources as best practices, design guidance and templates, and community discussion boards.

Salesforce also is providing VARs with technical training and a certification program.

VARs that Salesforce already has enlisted for the program include American Data Company, Appiphony, Aptaria, Centerstance, Echo Lane, EDL Consulting, ForceBrain.com, Lexnet Consulting Group, MK Partners, Red Sky Solutions, Reside, Silvertree Systems, Stone Cobra and Sundog.