Hosting Firm GRIC Launches Channel Program

The Partners in Profit program will feature a market development fund and several new marketing and training efforts designed to support channel partners in their efforts to sell the company's broadband and remote access solutions. The strategy will break down partners into resellers, service providers and referral agents.

Louis Pelosi, former executive director of marketing and channel development at Covad Communications, will head up GRIC's new channel efforts. Pelosi has served as a consultant to GRIC since September and played a key role in developing the new channel partner strategy.

"This is the first time GRIC will be involving partners in a formal channel of any sort," Pelosi said. "With our virtual network and our unique, realtime remote-access management platform, we can enable partners to fully leverage the rapidly-growing market for secure mobility and remote office solutions."

The Partners in Profit program will include numerous support components, including:

%95 A market development fund that provides financial incentives for partners to market and sell GRIC solutions

%95 Co-branded demand-creation programs including e-mail marketing and print and online advertising.

%95 Partner communications support, including public relations, newsletters and other communications vehicles.

%95 Comprehensive training and support for partner sales, marketing, operations and help-desk organizations.

According to Pelosi, the new channel program will operate alongside GRIC's existing direct sales efforts. Through these efforts, the Milpitas, Calif.-based company sells aggregated hosting and remote-access services, much like competitors iPass and FiberLink.

Though GRIC declined to indicate how many channel partners have signed up so far, Pelosi said the company will announce some charter members in the next few weeks. Ultimately, GRIC expects to see 30 or 40 channel partners by the end of the year.