NSI Recruiting National, Regional VARs

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NSI Software has expanded its Xcelerate Partner program to make it available to more solution providers, including national and regional partners.

The program now has two tiers, said Bob Guilbert, vice president of marketing and business development for Hoboken-based company. Solution providers that commit to a minimum annual revenue level of $100,000 to $200,000 for software, training and services will be provided with a set of Web-based tools and resources for marketing support. Those that commit to annual sales of $500,000 and up will have access to improved face-to-face support from the company, he said.

Currently, 80 percent of NSI's data-protection and high-availability software and services are sold through indirect sales channels, 15 percent are sold direct and 5 percent are sold through OEMs, Guilbert said. Customers vary from large enterprises to small, five-server infrastructures, and NSI's professional services can be resold or performed by solution providers, he added.

Rich Baldwin, president of Nth Generation Computing, a San Diego-based solution provider that just signed on with NSI as a Gold-level partner, said he found the company's Double-Take software to be simple, straightforward and well-priced.

"We have customers where we give a presentation, show the demo and then load a copy to show its replication capabilities," Baldwin said. "Then they ask us, 'How much?' And when we answer, they say, 'That's it?' "

Baldwin is using Double-Take to replicate data from the office to his home over a T1 line. "We need to make sure that if we have a big problem at the office, we have a realtime copy elsewhere," he said.

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