Data protection technology developer Carbonite on Tuesday unveiled a new channel program that brings together the three programs it had in place as part of earlier acquisitions.
The new channel opportunity unites Carbonite's SMB- and SOHO- focused channel program with offerings from Evault, which Carbonite acquired in December of 2015, and DoubleTake, which it bought this year, said Jon Whitlock, vice president of channel sales and marketing for the Boston-based company (pictured).
The original Carbonite products primarily focus on data protection for small businesses and consumers, while the EVault product focused on midmarket and DoubleTake added advanced replication capabilities, Whitlock told CRN.
"With the launch of a single partner program, we're helping partners work across product lines, and across whatever type of partner they are, whether it's as a value-added reseller, an MSP, an alliance partner who embeds or bundles our technology with theirs, or a referral partner," he said.
The program brings partners simplicity, with an authorized tier and a premier tier based on partner investment, goals, and revenue, Whitlock said.
Partners are free to sell any products across any of Carbonite's lines, but are encouraged to get specialization in the EVault and DoubleTake lines with technical and sales training, he said.
"We built our program on value," he said. "By attaining specializations, partners get additional rewards including deal registration and additional marketing activities."
The DoubleTake and EVault lines are available only via channel partners, while the Carbonite line is available direct and via partners, Whitlock said. "But we are very channel-friendly," he said. "Our channel program is built, so we never compete with the channel on price. There's never a situation where the customer gets a better deal by buying from us direct."
A couple of Carbonite channel partners told CRN that they have indeed found Carbonite to be a channel-friendly partner, and are looking at expanding their Carbonite business with the new single channel program.
Scott Wolff, president of LanServ, a Maryland Heights, Mo.-based channel partner, started with EVault about three years ago and had several issues with its former owners.