Overland Storage Says Upgraded Channel Program Spurs Sales Growth

Overland Storage, a San Diego, CA-based provider of data management and data protection solutions, said that its FastTrack Partner program, which the vendor initiated about 14 months ago, is largely responsible for doubling branded product sales in the past year.

The vendor also credited upgrades in its enablement offerings to channel partners for producing a 10-fold spike in its registered user base, a tripling of deal registrations and an improved success rate in closing sales.

Officials said that in the past year the company has boosted protected margins on its SnapServer rackmount products to 30 percent, added automated approvals and tracking to its deal registration program, upgraded its online partner portal, offered partners exclusive access to collateral materials, contests, promotions and educational webinars, provided lead generation and marketing support, and offered assistance through dedicated field sales, engineering and inside sales teams.

"The ongoing success of the FastTrack Partner Program has exceeded our expectations," said Jillian Mansolf, Overland vice president, global sales and marketing.

"We're continually looking for ways to enhance our programs and listening to our partners and understanding their needs has enabled us to deliver on our commitment to provide the resources and support necessary to help our partners succeed and grow their businesses," she said.

Martin Suzman, BackupWorks.com vice president, operations, said that the improvements to Overland's channel program had a "positive effect on our ability to close opportunities with our customers."


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