The Arcserve social media team caught up with Arcserve Sr. Director of North American Channel Sales Stephanie Nalick at the Ingram One event this week in Orlando, Florida, and asked her a few questions about the recent Partner Program announcement.
Q: Stephanie, why this new program?
SN: We define ourselves as ‘channel-born.’ We are 100% channel-focused and do no direct business. Under previous ownership, Arcserve’s Partner Program was not optimized for our 100% channel business model. Now an independent company, it is key to implement a new program that fosters the ease of doing business with Arcserve and provides competitive business benefits to our partners.
Q: Why are partner programs important to partners?
A: Partner programs are a way for our partners to form long term and profitable relationships.
Q: What objectives are you shooting for?
SN: Our strategy at Arcserve is to focus on simplicity, which means to be easy to use as a product and easy to do business with as a partner. Simply stated, our goal is to develop high-quality, long-term partnerships and to foster mutual business growth with our partners.
Q: Is this a global program?
SN: The Partner Program is global, but it will first be rolled out in North America starting this month, followed by other geographies throughout 2015. It is targeted toward the channel, including resellers (LARs, VARs), service providers, distributors (Volume, VAD), strategic alliances/OEMs, and system integrators.
Q: Can you summarize the features of the program?
SN: Our primary business objective is to simplify and accelerate transaction velocity while eliminating risk of conflict. Arcserve is a 100% channel company, so this program (and doing business with Arcserve in general) carries zero risk of conflict. Partners don’t have to worry about partnering with us and then run the risk of competing with a direct channel. MANY of our competitors can’t claim this.
Q: From a partner standpoint, what type of benefits are you providing?
SN: First of all, we have a modern, strong, and proven portfolio of data protection and recovery solutions, including Arcserve Unified Data Protection (UDP) and the new Arcserve UDP 7000 Appliance.
At the end of the day, it’s about doing more business and doing good business. We have a number of top-line and bottom-line incentives and programs to help our partners resell Arcserve solutions. For example, we provide a generous schedule of discounts for deal registration as well as renewal incumbency benefits. We provide lead generation assistance through marketing assets, co-branded emails, and Arcserve’s demand generation program. There is also enhanced sales, training, and marketing support throughout the customer’s life cycle, resulting in higher partner and end-user satisfaction. I should also mention that we are rolling out no cost technical and sales accreditation from pre- and post-sales through distribution. This will be delivered through the Arcserve University.
Q: What is the role of your distributor, Ingram Micro, in this Partner Program?
SN: We recently announced a sole distributorship agreement with Ingram Micro in North America. Together with Ingram, we are bringing greater business value and world-class backing to our channel partners and customers across sales support and pre-sales engineering, marketing, and technical enablement. Our rollout of the Partner Program in NA is the natural next execution step in this strategy.
Q: The most important question since you are at Ingram Micro’s Spring One today: What will you be wearing for the 70’s themed disco closing party?
SN: I am still deciding as we speak!