CommVault enhances its PartnerAdvantage channel program

CommVault (NASDAQ: CVLT), an Oceanport, N.J.-based data management and storage vendor, today unveiled a number of enhancements to its North American PartnerAdvantage channel program, as a way to attract new partners while further rewarding its existing ones.

Mark Conley, director of North American channels at CommVault, said the enhancements were made to the program for a number of reasons: to provide more upfront rewards to those partners who have made a “significant” investment in the CommVault relationship, as a way to attract new partners, to improve its two-way communications with its partner community, and to offer partners better tools, training and field engagement resources.

As part of its program enhancements, which are now in effect, CommVault has renamed its previous Bronze, Silver and Gold partner levels to Authorized, Gold and Platinum, respectively. The requirements for each level differ, as do the benefits each type of tiered partner is eligible for.

Currently, Conley said the company has about 225 channel partners across North America, including four Platinum partners, about 45 Gold, and 175 Authorized.

“We don’t have any Platinum partners in Canada yet, but we expect to have some soon,” he said. “About 75 per cent of our revenue comes from our Platinum and Gold tiers.”

Gold and Platinum partners see increased service renewal and profit margins. While Conley couldn’t disclose current margins, he did say due to its exclusive distribution partnership with Alternative Technology, Inc., (ATI), the company is able to offer higher level front-end rebates to partners.

“While we can’t set the prices that ATI charge their customers, we’ve made some suggestions with the tiers,” Conley said. “Our biggest opportunity is with capturing new clients, so we offer partners who bring in new accounts (increased) front-end rebates. This gives partners an additional 15 points or so versus what the competition offers.”

In addition to those rebates, CommVault has also introduced its 180-Day Registration Margin Clock, which Conley explains allows partners to continue to receive rebates on a product they sell.

“If a partner registers an opportunity and closes it, they have 180 days to sell additional licenses and they can still receive registration rebates for that product,” he adds.

CommVault is also establishing a Partner Council, which will be made up of 10-12 individuals from each tier level of its PartnerAdvantage program. The purpose of the Council is to increase communications between the company and its partner community. Membership will be extended to partners at each level, by invite-only and will launch in the first quarter of next year.

Other significant enhancements to PartnerAdvantage, Conley said, are improvements made to its InnerVault Partner Portal, including tools, training and other collateral, in addition to increased field channel management resources.

Previously, CommVault had only four channel managers in all of North America, only one being in Canada. Conley says CommVault has increased that channel management presence to now include 13 in the field.

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Jim Love, Chief Content Officer, IT World Canada

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Maxine Cheung
Maxine Cheung
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