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Accellion Launches Global Partner Program To Support Secure Mobile File Sharing

Stimulated by an enterprise-wide need for IT management of tablets and other mobile devices, Accellion has developed a framework to attract partners focused on secure mobility.

"Our product runs in the cloud as well as on premise," said Accellion Senior Vice President of Sales, Gary Rogers. "We have more than 1,700 clients worldwide, mostly focused among state and federal government agencies as well as very large corporations. Plus we've been experiencing substantial growth."

Rogers points to the rise of the tablet as one of the key drivers of his company's product. "Many enterprises are looking for effective ways to integrate tablets into their IT platforms and into their policies," he said. "They want to enable their workers to use them, but at the same time they also want to make sure that the proper IT controls and security policies are in place. So we are looking for channel partners who are interested in the delivery of comprehensive, highly secure mobility solutions that include encrypted file transfer."

[Related: Selling To The Government: The Art Of The Approach ]

The program is founded upon the traditional three-tier model with discount levels scaling based on volume bands. The entry-level Silver designation enables partners to register deals, close sales and fulfill orders, but not to provide customer support. The Gold level has the same benefits but also includes partner-delivered customer support, as well as optional participation in marketing programs and software evaluation licenses. Platinum partners receive higher discounts by reaching a significantly higher level of revenue performance. A referral partnership is also available to channel partners that do not resell Accellion products but wish to receive commissions based on an agency model.

Recurring commissions are paid on annual subscription licenses. Pre- and post-sales support are available online, by phone and email, and via WebEx. Other benefits include various marketing materials, including customizable presentations, case studies, videos, white papers, co-branded marketing events, a leads distribution program, sales/technical training programs and not-for-resale (NFR) licenses.

Recruitment efforts are already underway. According to Accellion, the current partner list already includes Accuvant, Carahsoft, Forsythe, Dimension Data, Escalade IT, Insight, Sayers, SBS Security, SDG, SHI, Softchoice and Vinitech.


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