After determining that its channel focus was too narrow, Mirror Image Internet has debuted a partner program for xSPs and systems integrators to resell its content-delivery services.
The Global Alliance Partner program is the company's first foray into a widespread channel model, said Christian Jennings, director of channel sales and marketing at the company, based here.
>> PROGRAM EXECUTIVE: Steve Macri, VP of worldwide channel sales
>> EXECUTIVE E-MAIL: email@example.com
>> DISTRIBUTION/INTEGRATORS: N/A
>> LOCATION: Woburn, Mass.
>> PHONE: (781) 376-1100
>> WEB ADDRESS: www.mirror-image.com
Mirror Image previously sold services direct and through hosting provider Exodus Communications, its sole channel partner prior to the launch of the program. "To be effective in this space, we have to be somewhat ubiquitous in terms of our customer base," Jennings said.
Diveo Broadband Networks, a hosting provider that serves Latin America, has already won contracts because it offers Mirror Image's content-delivery services, said Armando Escalante, vice president of engineering and operations at the Fort Lauderdale, Fla.-based company.
"[Our partnership with Mirror Image makes us different from the run-of-the-mill provider," Escalante said.
Most of Diveo's accounts are customers with global reach, which use content-delivery services to cut the costs of maintaining an international Internet presence, Escalante said.
Jim Weeks, vice president of business development at Sandlot, a Provo, Utah-based Mirror Image partner that sells subscription management solutions to publishing companies and e-businesses, said, "We've been really pleased with the support, attention and the amount of communication that's taken place."
The Mirror Image program has three levels, including a referral option; agent partners, which close deals but pass support responsibilities on to Mirror Image; and reseller partners, which do sales and customer support.
Partners can earn monthly recurring margins between 8 percent and 50 percent depending on the program level and sales volume, Jennings said.