8e6 Technologies Expands Partner Program

Altogether, the new program includes a streamlined deal registration and channel discount program for the newly added platinum, gold and silver tiers. In addition, the program includes added co-marketing support and the creation of a new partner portal that contains numerous online sales tools and resources.

"Today we can talk to more people and understand their business. This is the part of our program that matches up to their business model," said Luis Curet, vice president of sales for 8e6 Technologies, based in Orange, Calif.

8e6 execs said that they considered changing the channel model in response to rapid growth as it became clear that the program did not suit the needs of its diverse partner base. The company then started initiating ways to better accommodate partners of all business types and models, said Curet.

"Probably the big glaring thing that we were guilty of was having a one-size-fits-all channel program," said Curet. "We also noticed that partners were saying that business model didn't match what they were looking for."

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"That was really the driver behind the changes. Not all resellers are the same," Curet added.

In addition, company execs say that the program highlights include extensive 24/7 tech support. Curet said that the company will work closely with partners at all levels to support and monitor business growth, training and impact on 8e6 sales revenue as the program gets underway.

In addition, Curet said that the company will honor partners' margins for subsequent subscription renewals once a deal is closed. "We have mechanisms in place to make sure the renewals stay through them," said Curet.

Other expanded services include comprehensive sales and technical training, access to field engineers who can assist with customer deployments, full sales team support and deal protection, and real leads pre-qualified by the 8e6 business development and channel sales team.

The recent expansion comes at a time of significant company growth. Curet said that international business has increased, and he hoped to grow it by up to 30 percent over a three-year timeframe, with a strong push in the U.K.

The company is also in active partner recruitment mode. Curet said he planned on adding 20 to 30 VARs, adding that the company would hire selectively with the aim of retaining all partners they brought on board. "We're not just adding them for the sake of adding them," he said.