Server Vendor Stratus Solidifies Its Channel Program

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The program was a long-time coming, Dougherty said. "In the past, Stratus did not have a great business proposition for partners," he said. "We didn't even have deal registration."

The new Stratus4Uptime program includes Stratus' first deal registration program, which provides an additional 17 percent to 27 percent margin on products in deals which partners register in advance.

Also included in the program is the ability for solution providers to get annuities from selling upgrades, Dougherty said. "The customer will be sticky with the partner," he said. "So we want to make sure partners get compensated."

Stratus is also offering business planning sessions to partners just getting started to show them how to get started with Stratus sales, how to spend market development funds, and how to do demand generation activities. The company is also now providing on-line training sessions to get them up-to-date on Stratus technology without the need to take billable employees out of the field.


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