Expand Networks has revamped its channel program in the wake of its acquisition of wide area file services (WAFS) vendor DiskSites.
With the acquisition, which closed June 1, Expand has added application delivery technology to its existing WAN optimization capabilities, enabling the company to push into the branch-office server consolidation space. Expand had an OEM partnership with DiskSites since August 2005.
As Expand's product strategy shifts, so must its partner strategy, leading to the birth of the new Compass Partner Program, said Chris Williams, chief marketing officer at the company, Roseland, N.J., who also oversees the vendor's global channel efforts.
Expand is recruiting new channel partners with the skills to deliver server consolidation solutions, including experience with WAFS and storage technology, he said.
Syscom USA, a solution provider in New York, recently signed on with Expand after determining that its Compass portfolio best fit the needs of a customer that was consolidating servers across its global network. "The latency is going to be 10 times faster," said Mark Yamaura, director of systems engineering and technical marketing at Syscom USA. At the same time, the vendor is cutting partners that have been inactive in an effort to focus only on Expand's most efficient and effective partners, Williams said. Of its 84 existing U.S. partners, only 24 fit the parameters Expand is seeking and have been asked to join the new program, he said.
To help make its program more attractive, Expand is adding new features, including its first deal registration program and a new e-Learning track for online training.
The new program includes Gold and Platinum tiers, delineated by sales volumes and commitment to training and certification. Gold partners receive a 25 percent discount and are eligible for an additional 5 percent discount via the new deal registration program. Platinum partners earn a 30 percent discount and are eligible for an additional 10 percent discount through deal registration.
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