Samsung Takes STEP Channel Program To Wireless Enterprise Players

Samsung rolled out the next phase of its Samsung Team of Empowered Partners program, aiming to drive global systems integrator partners' solutions in the wireless enterprise customer space.

The new partner program allows wireless enterprise partners to tap into the South Korea-based company's enterprise-ready mobile devices, security frameworks, wireless infrastructure and Voice over Wireless LAN to drive revenue growth and improve customer retention.

Samsung's STEP program for wireless enterprise partners is an extension of its existing STEP program, which is for partners that resell computing devices such as laptops and Chromebooks; mobility devices such as tablets and mobile phones; displays; and printers.

"We're expanding beyond small and medium businesses and trying to bring in global systems integrators and midtier market companies," said John D'Annunzio, general manager for Samsung's wireless enterprise division. "Wireless LAN products are primarily enterprise-class, and in order to address and solve challenging RF [radio frequency] problems for larger complex situations would require a more sophisticated [systems integrator]."

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The Samsung Team of Empowered Partners, or STEP, program for wireless enterprise partners includes Platinum, Gold, Silver and Registered tiers. Platinum and Gold partners will get enhanced benefits including volume and growth incentives, sales engineer support, priority access to Samsung technical support and on-site sales training.

In terms of marketing tools, Platinum, Gold and Silver partners will gain access to STEP branding, authorized partner certificates, and strategic marketing programs.

Partners with less than $50,000 in annual Samsung sales of Samsung-branded VoIP and WLAN products are eligible for the program's Registered tier, while those with revenue between $50,000 and $200,000 are eligible for the Silver tier. Those with revenue between $200,000 and $500,000 are eligible for the Gold tier. Finally, partners with revenue above $500,000 are eligible for the Platinum tier.

Xenofon Gryllakis, managing director at Watertown, S.D.-based Sophos Technologies, said the STEP program has helped his company excel in installing Samsung's Wi-Fi access point products in the hospitality sector.

"Our experience with Samsung's STEP program has been very positive and is helping us focus more on the hospitality segment," said Gryllakis. "The pre- and post-sales support is a great offering from the program and will help us a lot in gaining a good reputation in the industry, in addition to dedicated sales support and deal registration benefits."

"This program enables a greater Samsung vision of other products such as streaming digital signage [and] enabling point-of-sale, wearables and machine-to-machine communications," said D'Annunzio. "We can win and grow together. … The more partners invest with us, the more we'll invest with them."

PUBLISHED NOV. 5, 2015