Network management appliance vendor Oculan has launched tiered channel programs that offer two partnership levels to solution providers.
The new designations, Purple Partner and Premier Partner, replace the vendor's previous program, which offered no distinction between partners, said Robert Davis, president and CEO of Oculan, based here.
Some of Oculan's partners were looking for the vendor to provide more support to those putting in the most effort, Davis said. "[Under the previous program], the level of commitment on the partner side was somewhat minimal, and the support we offered was standard, regardless of the investment the partners put in," he said.
Under the new program, Oculan rewards top-level partners for their commitment, said Dan Harris, director of sales and marketing at Systems and Services, a solution provider in Charleston, S.C. "In this business, you have to work with the group that brings in the most revenue," he said.
The program provides Purple Partners, or entry-level partners, with Web-based sales and technical training, support and access to marketing materials. These solution providers might be interested in Oculan's technology but not yet willing to make a large investment in the partnership, Davis said.
Premier Partners, which are required to pay a fee to join the program, also receive a demonstration unit and access to advanced programs, including market development funds, lead generation and credits that can be used for discounts and rebates.
Oculan began rolling out the new programs in April in conjunction with the launch of its Oculan 250 product line. At that time, the vendor also switched from a subscription model,through which it rented appliances to customers,to a product sales strategy.