FalconStor Targets Federal VARs With New Program

The Melville, N.Y.-based developer of the IPStor software for managing SAN and NAS over Fibre Channel and IP networks Monday launched its Federal Business Partner Program, said Wendy Petty, vice president of North American Sales. FalconStor's IPStor software is sold exclusively through the channel.

"With our growing business, we are looking to focus partners on the federal business, and federal users on our business partners," she said.

Included in the new program are co-marketing activities for VARs, such as joint direct e-mail campaigns, and lead referrals, sales and technical resources for joint sales calls, Petty said. FalconStor also is offering partners a Web-based portal for government sales, she said.

The company also is launching a Web site that targets federal uses and is aimed at generating qualified government leads, which will then be passed to federal solution providers, Petty said.

Additionally, FalconStor is building a community for its federal partners, including the creation of a list of partners on the GSA (Government Services Administration) schedule, as well as some new professional services offerings for partners who become certified, Petty said.

"The goal is to get them to do the services themselves," she said.