SGI Launches Channel Network Program To Recruit New Partners

"At the time of merger, we looked at both [companies'] partner groups and dropped some of those relationships, with most of the culling happening in the U.S.," said Alison Ryan, vice president of channel sales at Fremont, Calif.-based SGI.

The new SGI Channel Network Program is looking for "a limited set of specialized partners" with expertise in SGI's combination of HPC and data center products and services, Ryan said, adding, "When they get into a deal, we want them to be the sole partner on the deal."

The SGI channel initiative is two-tiered, with SGI Platinum Partner and SGI Authorized Partner tracks. The first track requires the channel partner to either achieve $3 million in annual sales of SGI product or else sell $1 million in product annually while also completing accreditation in SGI's new sales and technical training programs.

The entry-level Authorized Partner track has no sales requirements but also doesn't offer the Platinum Partner program's better discounts, dedicated SGI business development manager and full access to SGI Channel Network programs and benefits.

The post-merger SGI dropped some 30 percent of the partner base inherited from the separate Rackable and Silicon Graphics channel programs. The company is now looking to grow its new program with partners that have yearly sales ranging from $20 million to $50 million, according to Ryan.

Deal sweeteners for potential partners include a new online partner portal complete with sales and marketing tools, opportunity registration, qualified lead distribution, and joint sales engagements and go-to-market campaigns, among other benefits.

Officially launched Tuesday, the SGI Channel Network Program was built in conjunction with the vendor's channel partners like Red River Computer Company well in advance of that date.

"The SGI Channel Network Program gives us access to differentiated SGI tools to help maximize our revenue while we provide excellent value to customers," said Jeff Sessions, vice president of sales at Red River, a public sector-focused solution provider based in Claremont, N.H.