Server Vendor Stratus Solidifies Its Channel Program

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Stratus has also revamped its discount structure to bring hardware and software sales in line with each other and to push partners to register their deals.

Dougherty said that solution providers in the past got margins of 12 percent to 16 percent on hardware sales, and 20 percent to 25 percent for software sales. Going forward, partners will get a flat 8 percent on all sales, plus the 17 percent to 27 percent for deal registration, in addition to 10 percent to 30 percent margins on services.

"We've tried to provide protection for our partners through deal registration while making it lucrative to register those deals," he said.

Stratus is also offering business planning sessions to new partners 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.


Next: VAR Calls Stratus "Channel-Friendly"

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