Aruba Networks Boosts Its Channel Sales Incentive Program

by: Nichole Gunn February 3, 2011

With business picking up, Aruba Networks, Inc., a global leader in distributed enterprise networks, announced that it enhanced its PartnerEdge channel sales incentive program with several updates.

The updates are designed to aide channel partners in both the U.S. and Canada toward growth and will also help partners to distinguish themselves from other partners.

One of the new elements features a growth incentive rebate for top tier partners. It also offers “an enhanced deal registration rewards program that recognizes partners for identifying and leading sales opportunities, and a new MarketingEdge program that gives partners ready access to an array of customizable marketing materials.”

In the quarter ending July 31, 2010, Aruba had 92 percent of its revenues generated by channel sales, so it knows the importance of creating and maintaining effective channel sales incentive programs.

And, partners pay attention to companies that recognize their efforts.

"We're extremely pleased with the improvements to Aruba's channel program which enable us to further invest in a successful partnership. Rewarding partners who deliver greater value in the sales process is strongly aligned with our strategy," noted Dan Wilson, co-founder and vice president of partner alliances at Accuvant, an Aruba partner.

Vice president of channel sales at Aruba Robert Bruce, offered, "I'm excited that we're delivering an enhanced set of programs to help partners drive business and provide better margins for those who are taking deals end to end.” He added, “The market and the company are in states of steady growth, and enabling our channel partners to make the most of this opportunity is Aruba's top priority."

Aruba and other companies that achieve the bulk of their revenue through channel sales need to focus on the channel partner relationship by initiating comprehensive and effective incentive programs. These incentives demonstrate a company’s commitment to and appreciation for its channel partners.

About Nichole Gunn

Nichole Gunn is the VP of Marketing at Incentive Solutions, an Atlanta-based incentive company that delivers advanced, agile B2B customer loyalty and channel sales incentives programs.