Quantum Simplifies Lead Generation, Pricing For Channel

As Quantum gains momentum in the enterprise-class disk-based backup market with the DXi 7500 integrated disk and tape appliance in June, it needs to make sure partners are ready, said Greg Fredericks, director of America's channel marketing for the San Jose, Calif.-based storage backup, recovery, and archive vendor.

To do so, Quantum is enhancing its lead generation program with the ability for it to pass leads to partners who can view them on-line and register a deal with the click of a button, Fredericks said.

He said Quantum will pass leads according to its solution providers' ability to work with them. "Our sales teams work with the channel managers who know who our partners are," he said. "Our teams work based on priorities in the program and the skills of the partner."

Also new is a simplification of Quantum's quoting system by aligning pricing so that discounts are consistent across all midrange products, Fredericks said. Prior to this, each product had a different discount.

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Quantum is also offering a discount for the first time that is given to solution providers who open new accounts. Fredericks would not disclose the level of that discount.

Also new is a series of quarterly technical deep-dive sessions for solution provider systems engineers, as well as an improved demo program whereby a solution provider who sells four of the DXi 7500 appliances gets the cost of the demo unit back as a rebate, he said.

Gary Vaughan, president of Clearpath Solutions Group, a Reston, Va.-based solution provider who has worked with Quantum for about two years, said other vendors have had more active channel management in the field than Quantum, but that the vendor's new tools make it far more sophisticated than its competitors.

The move towards simplifying pricing is important for customers, Vaughan said. "For instance, with Quantum, the upgrade prices for extra drives was a premium over the cost if they were bought with the appliance," he said. "But now that has gone away."