U.S. Robotics Goes To Bat For VARs

The developer of wireless networking products and modems launched its first partner program last March with the goal of signing 250 solution providers. Since then, U.S. Robotics has signed more than 1,300 solution providers and has increased VAR sales by 35 percent, said Tom Pryzgoda, director of global marketing at U.S. Robotics, based here.

To further drive sales into the SMB and SOHO markets, the company realized it needed a more comprehensive program, he said.

"We have a storefront presence, but we really want to focus on the channel that has gotten us here, and that's the VAR channel," Pryzgoda said. "We need to put in the programs and partnerships to grow that channel."

The new Business Connection Program is divided into three sections: Gold Plus, for solution providers with quarterly U.S. Robotics product sales of $50,000 and above; Silver Plus, for those with sales between $20,000 and $50,000; and Bronze Plus, for solution providers with sales of $5,000 to $20,000. Gold and Silver members now receive 24x7 toll-free technical support and a dedicated sales rep. Bronze members receive extended support hours of 7 a.m. to 7 p.m. and have access to a sales rep.

The vendor also has hired a sales team to support its channel, increasing its inside and field reps by 50 percent, Pryzgoda said.

All Business Connection members will be qualified for rebates in January. They also receive monthly promotions, gain access to Web-based seminars and can buy demo products at a 50 percent discount.

"We appreciate the reduced demo cost," said Joe Cimino, a systems engineer and partner at Asellus Integration Technologies, an Audubon, N.J.-based solution provider. "We learn as much as we can online, but bringing those products in-house really helps."

Bob Hostutler, president of Personal Systems Plus, a Wickliffe, Ohio-based solution provider, said U.S. Robotics has been more hands-on with its partners since launching its program. "The personal relationship with their sales and support people helps make us more knowledgeable when offering their solutions to the market," he said.