Mozy Beefs Up Channel Program For SMB Cloud Storage Partners


Online backup service Mozy introduced several significant changes to its channel program for SMB solution providers in an effort to accelerate the growth of its MozyPro business offering.

Mozy, which is owned by storage giant EMC, is adding a new reseller portal, advanced reporting capabilities, new partner accreditation, and the ability to co-brand its service, said Scott Lee, director of marketing for the company's MozyPro line.

Mozy is actually available through two different channel programs, Lee said. Enterprise solution providers can access MozyPro via EMC's Velocity channel program, while Mozy works with SMB partners through its own program, he said.

Mozy is one of the leading on-line storage backup service providers, and has traditionally been more well known for its consumer focus. However, as part of EMC, Mozy has quickly become a major offering for business customers.

Mozy took its time to make the enhancements to its channel program, but it was worth the wait, said J.P. Villaume, president and owner of Gulf States Computer, a Baton Rouge, La.-based solution provider which partners with Mozy for storage clouds.

"Mozy didn't rush this," Villaume said. "They've been listening to partners, looking at what the market needs, and then implemented it. They took their time. But this is a good time for Mozy. Customers now know Mozy is not just for consumers."

Mozy is making four primary enhancements to its channel program.

The first is a new co-branding initiative under which solution providers can add their own company logo to the software client which customers use, Lee said. Solution providers will also get their own space in the Mozy Internet domain. "We recognize having the reseller name in front of customers is important to them," he said.

The second enhancement is a reseller portal which gives accredited partners access to training, collateral, case studies, and on-line support, Lee said.

The third is new reporting tools, especially new reports that can be uploaded into consolidated views. For example, Lee said, solution providers will have access to consolidated versions of reports related to backups completed, resources used, purchases by customer groups, and so on which can be exported and forwarded automatically. "Our hope is that the reseller will have more time to spend with customers," he said.

The fourth is a new three-tier channel program based on total partner sales. All solution providers automatically come in at the authorized level, where they can get access to co-branding with a minimum business of only $100 per month, Lee said. The second level, accredited, gives partners better pricing, dedicated account support, and cash-back opportunities. And at the premier level, partners get co-marketing and lead generation opportunities with Mozy, he said.

The enhancements to the Mozy program are what partners were looking for, Villaume said. "These are all the things we were hoping would be there one day," he said. "But we partner with Mozy for its software and technology. The partner enhancements are a bonus for us."