Quantum Offers New, Streamlined Channel Program

The restructuring allows the Milpitas-based vendor to combine the best features of the channel programs of its former Snap NAS and Quantum/ATL tape automation divisions and offer partners a single point of contact and accountability, said Gary Koopman, vice president of sales for the company's Storage Solutions Group.

John Orr, president of Stack Computers, a Costa Mesa, Calif.-based solution provider, said any time a vendor simplifies a program, it's good news. "Now we have a single point of contact for test equipment, sales calls and leads," he said. "I also like how they are driving back to the Quantum name."

The move follows Quantum's failed experiment to become two separate companies focused on the NAS server and tape automation businesses in the wake of the sale of its hard-drive operations last year to Maxtor.

Quantum has already reorganized its sales, services and operations groups and has cut its direct-sales force to about 25 people from about 125, said Koopman.

The combined channel program separates solution providers into three tiers, depending on their level of revenue commitment and whether they offer a SAN lab, said Jim Simon, director of channel marketing for the Storage Solutions Group.

The top two tiers of partners are eligible for pass-through discounts of up to 5 percent via their distributors, a feature of Quantum's legacy Snap program, said Simon. They can also register potential deals to qualify for discounts of 10 percent to 15 percent, an option under the old Quantum/ATL program, he said.

Although solution providers will be able to buy products from any Quantum distributor, they will have to sign up with a single preferred distributor to be eligible for the discounts, said Simon.

Quantum is also rolling out sales incentives of up to $1,000 per unit across its product line and making market development funds available on a case-by-case basis, he said.