Proxim Preps New Channel Program; SMC Adds Rewards

Hoping to leverage the technology it acquired from its merger with Western Multiplex and acquisition of Orinoco, Proxim is kicking off its new program with a series of training sessions for its North American solution providers during a four-city tour being held this week.

Proxim combined its existing programs with those from Western Multiplex and Orinoco and unveiled three levels: Gold Authorized VARs, Silver Authorized VARs and Registered Resellers, the company said.

Chris Jones, senior vice president of North American sales at Sunnyvale, Calif.-based Proxim, said the goal is to eliminate confusion and reward partners that are investing in Proxim.

"We want to make it easier for our key partners to generate more business and get more leads. The channel is almost 100 percent of our business," Jones said. "This is just a foundation, so there's more to come."

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Brendan Flaherty, wireless network developer at solution provider Summit Technologies, Burlington, Vt., said Proxim has a solid track record when it comes to training and delivering demo and beta products.

"They've always been supportive and given us a lot of attention, even before the real explosion of wireless LAN," Flaherty said.

Tony Stramandinoli, director of marketing at Irvine, Calif.-based SMC, said the additions to the company's existing Elite Partner Program include replacing instant rebates with a new rewards program that allows partners to earn points for each sale. The points can be redeemed for select products in SMC's online catalog.

Gary Stern, president of PC Universe, a solution provider partner based in Boca Raton, Fla., characterized the new rewards program as a proactive move by SMC.

"It won't help me sell anything, but it is a positive, extra bonus," he said.