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FileWave Launches Channel Program, Lands Distribution Deal Via Synnex

Chris Russo, vice president of North American sales, FileWave says resellers can make 20 to 25 percent margins, and the company is giving partners the renewals, as well.

Endpoint management company FileWave announced its product -- which gives MSPs visibility and the ability to managed hundreds of laptops, phones, and tablets regardless of operating system – is now moving through the channel.

“Over the years, I’ve seen so many channel programs fail because the OEM sales team was competing against the channel on deals,” Chris Russo, FileWave’s vice president of North American sales told CRN. “So we’re flipping that model and we’re committed to the channel as an organization and we’re ready to support it with all of our resources. So we’re bringing all the enablement tools that sales people need, like training tools and training videos, data sheets, pricing guides, then we’re layering that with the human element. So my entire sales engineering team and my seasoned account executives are on standby, ready to enable this sales process for resellers.”

He said by working through the channel, FileWave is counting on leveraging the trusted relationships that resellers have with their customers. He said he hopes they see that by building a channel organization, FileWave has put thought into their program and they’re committed to it. FileWave, he says, already has thousands of customers globally, but now has an exclusive distribution agreement with Synnex that gives solution providers margin opportunity on the product.

“The way distribution works with a partner like Synnex, they get their base costs from Synnex and there’s plenty of room in there for 20 to 25 percent mark up for them,” Russo said. “So those Synnex customers, those customers who have a relationship with Synnex, they’re going to get a bulk discount that leaves plenty of margin in there to find value.”

FileWave is also allowing resellers to capture the renewals, Russo said.

“We’re allowing them to maintain the renewal relationship. There’s several of OEMs out there who say ‘Thanks for the first time sale. We’re going to take the renewal from here,’ “ Russo said. “I want the channel partner to maintain that renewal. I know it’s getting built into their quota from a revenue expectation and I don’t want to take it away from them. I want them to be able to deliver that renewal every year.”

Filewave said that it provides its customers with industry-leading technology for managing macOS, iOS, Windows, Chrome OS and Android devices through an intuitive, streamlined process.

“They might have MDMs today. They might have Microsoft system center, that’s a windows management tool. We take and replace or compliment all those tools with one tool,” Russo said. “We have device-level privileges with these device types where we can perform full-lifecycle management.”

He said that includes on-boarding, application monitoring, geo-locating, end-of-life, and security.

“If they make an election like ‘We need Symantec AV or we need a new encryption tool, and we need to get it on all devices,’ “ Russo said. “If they’re using FileWave, we can intelligently deploy that to their entire endpoint population.”

While 25 years ago most schools and businesses were fairly standardized on one operating system, today IT departments are confronted with managing several devices across multiple operating systems, Russo said.

“Schools and businesses, both are choosing to have multiple device types as a core strategy,” Russo said. “They’re going to a great extent to competitively attract and retain key talent and one of the strategies to attract talent is offering the ability to choose your own technology. That is their differentiator as far as talent goes. Schools have technology plans that result in their students being exposed to various operating systems before they graduate high school. These deliberate complexities leaves an understaffed IT department with a big challenge.”

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