Storage Partner Program: FalconStor Launches Enhanced Solution Provider Program
FalconStor Software, Inc., the premier developer of proven data-protection solutions, recently announced major enhancements to its Solution Provider Program. The enhancements focus on increasing partner enablement—providing solution providers with a scaled up certified training program, joint marketing initiatives, and new sales rebates to increase profitability and growth with FalconStor.
"We are a channel-focused company. It is imperative we make it easy for our Solution Provider partners to succeed with FalconStor, so we constantly listen and adapt our practices to develop a program that helps them become more successful," said Wendy Petty, FalconStor Vice President, North American Sales. "To meet the growth needs of FalconStor and exceed the requirements of solution providers in the dynamic storage marketplace, we are delivering new tools, incentives, and program features to address a wide range of partner needs at all levels."
"As a channel-only oriented company, FalconStor has designed a program to ensure its partners' success," said John R. Thome, Jr., Vice President of Sales, Chi Corporation. "FalconStor's training and education programs are focused on enabling us to effectively position their software solutions to our customers. They further enable us to drive profitable hardware sales. Overall, the company's channel business model and programs make it easy for us to lead with FalconStor."
New and Upgraded Partner Benefits
The FalconStor Solution Provider Program now has a three-tiered structure, ranging from Elite, to Premier, to Associate. The higher the tier, the greater the revenue and training commitments to FalconStor, and the greater sales and marketing benefits for the solution provider. The key benefits and changes made to the FalconStor Solution Provider Program are high on partners' lists of requests—training, leads, marketing funds, and rebates.
As part of its enhanced training program, FalconStor is announcing its first certification program, to certify partners on its market-leading VirtualTape Library, Continuous Data Protection and complete line of disk-based data protection solutions. Certification will give end users the confidence in the partner's ability to sell, design, and install FalconStor data protection solutions. In turn, increased training will further allow our partners to offer professional services based on FalconStor's solutions. In addition, this will enhance customer satisfaction. FalconStor has invested in this important program by expanding its training staff and integrating state-of-the-art training methodologies, and delivery systems.
With this announcement, FalconStor is also offering proactive lead management and tighter integration with inside sales. In the last six months the company has invested in additional inside sales, outbound telemarketing, and deal registration systems with the objective of providing more qualified leads tailored to the partner's profile.
For partners who invest in sales and certification and reach Elite level membership, FalconStor has expanded its Market Development Fund (MDF) program. The MDF program targets one-on-one development initiatives with dedicated marketing assistance for key Solution Providers. This is offered in addition to the expanded partner marketing infrastructure and capabilities FalconStor has put into effect, including Channel Marketing, Product Marketing, and Integrated Marketing resources.
Additionally, FalconStor has implemented a quarterly-rebate incentive program that rewards Solution Providers that qualify through revenue and certification targets. The incentives are based on linear, quarter-over-quarter growth, rewarding base and stretch goals
More Extensive Partner Communications
FalconStor has always placed strong emphasis on enhancing communications with its partner base. In the last six months it has implemented a "frequent touch" initiative that delivers information and updates to partners via a partner web portal, monthly webinars, newsletters, and a corporate-visit program. FalconStor is further expanding its partner communications through a Partner Advisory Council and quarterly Channel Forum — a "state-of-the-business" webinar for FalconStor partners.
Striving to Stay at the Forefront
These program enhancements provide FalconStor's Solution Provider partners with the keys to growing their businesses and increasing sales. From its inception, FalconStor has believed in a channel-only sales strategy and has designed its programs on the basis of its deep channel expertise. The program has been recognized two years in a row as a VARBusiness 5-Star Business Partner Program and the additions keep the company at the forefront in reseller-focused strategies for success.
"When it comes to storage solutions, we rely on FalconStor not only for their superior technology, but also because of their commitment to our partnership," said Myron Bari, President & CEO, IPM. "Their Partner Program is structured to ensure not only our profitability, but also our clients' success. FalconStor is truly a value-added partner to us because their program helps us add value to our clients, has strategic sales and marketing initiatives and channel-dedicated sales and consulting resources. Their training is geared towards optimizing our understanding and positioning of their products, and allows IPM to provide the professional services needed to integrate FalconStor technology into world-class IT systems."
"The enhancements to the FalconStor Solution Provider Partner program show our commitment to partners and recognizes the great work our resellers do in connecting customers with our data-protection solutions, including the industry leading VTL," said Camberley Bates, Chief Marketing Officer, FalconStor. "With the growth we are seeing in our business, and the demand for our disk-based data protection, our solution providers can confidently add to their bottom line profitability with further investments in FalconStor."
About FalconStor Software, Inc.
FalconStor Software, Inc. is the premier developer of proven data protection solutions that optimize data center efficiency and business continuity for all IT infrastructures. The company's award-winning storage virtualization, continuous data protection (CDP), disaster recovery, and virtual tape library (VTL) solutions integrate seamlessly to ensure rapid data recovery and simplified storage management. Its products are available from major OEMs, system integrators, and resellers, and are deployed worldwide by governments, educational institutions, and Fortune 1000 enterprises across industries including aerospace, energy production, financial services, healthcare, law, manufacturing, and telecommunications. FalconStor is headquartered in Melville, N.Y., with offices throughout Europe and the Asia Pacific regions including Paris, Tokyo and Taiwan. For more information, visit www.FalconStor.com or call 1-866-NOW-FALC (866-669-3252).
SOURCE: FalconStor Software, Inc.