How does a company know that it’s heading on the right channel path? One way is by receiving recognition for its efforts.
One company taking the ‘right path’ is the information technology (IT) firm Faronics. The firm is a provider of cost-reduction software and recently reported that Everything Channel's 2011 Partner Program Guide recognized it as one of North America's top IT vendors with a 5-star rating for its Preferred Channel Partner initiative.
Faronics program provides a number of channel partner incentives, including:
- Marketing development resources
- Both promotional and marketing product resources
- Sales performance channel incentives
- Quicker margins on sales quota goals achieved
- In place channel conflict mitigation policy focused on opportunity registration
Manager of the company's North America channel Luke Aulin explained that “Faronics has established itself through a mix of direct and indirect sales channels and will now scale that success through their channel as its primary go to market strategy." He added that the company will enhance its program by having 100 percent of its small and mid-size business conducted through their channel partners. Aulin also noted that another strategy will be to “increase the incentives for our account managers to involve partners early in their deal cycles to scale our selling efforts."
Going further than conventional anti-virus platforms, Faronics provides end-point security that focuses and battles the never-ending progression of malware. This unique approach offers their customers “protective software” based on the firm’s Layered Security suite. The suite consists of Faronics' Deep Freeze, Anti-Executable, and Anti-Virus programs that take aim at malware interference and threats, block unapproved hits, as well as offers full system protection. This innovative security program is the world’s first to “include anti-virus, application whitelisting and instant system restore components on the same management platform.”
Another company on the ‘right path’ is Polycom, a unified communications firm. Along with Faronics, it gained recognition for its efforts and was awarded a 5-star rating for its Choice Partner Program. Ploycom’s initiative awards channel partners for regular and ongoing performance, as well as for investing in increased levels of specializations. It also emphasizes skill development, and other valuable strategies that help partners support their customers’ requirements and needs, as well as enhances customer loyalty.
The 5-star rating is limited to a only a few companies “based on their commitment to the channel, breadth of program offerings and services offered to their partners," notes vice president and editorial director for Everything Channel's CRN Kelly Damore. “By focusing on delivering a comprehensive partner program, vendors and solution providers can work together to drive business opportunities and revenue."