SilverBack Adds New Partners

SilverBack Technologies

These partners have generated $250,000 in sales so far for the software and network monitoring/management company and expanded SilverBack's reach into other countries.

By the end of 2002, SilverBack expects to have 45 partners in North America selling and implementing its software.

"Our partners are the face to the customer. They control the account and they charge whatever they want for the service," said Jim Hare, vice president of business development at SilverBack. "We are not just providing the technology, but an entire program around our partners."

SilverBack has put together guides on how to price, package and sell its software and services. The company will also step in to help partners roll out a service and train partners to implement it themselves.

Based on partner feedback, Hare said SilverBack is refining its software. The new version should be available in the next few months, he said.

Soon-to-be-announced partnerships include Business Engineering and Nova. Vedas is slated to become a SilverBack partner this week, and partners announced in recent weeks include Coasin, a Costa Rican partner; NOX, a Japanese partner; and CGNet.

Vedas, a 12-year-old systems integrator, has been using HP OpenView to monitor its customers' network components and devices. Not every customer can afford the OpenView solution, however, which led Vedas to SilverBack.

"[SilverBack's product gets you very close to the functionality of the more expensive products, but the cost keeps it within reach of our customers," said Kannan Chidambaram, president of Vedas, Bedford, Mass.