Direct Vendor InfoVista Rolls Out First VAR Program
Company recruits channel partners to reach midsize enterprise market for its 5View product suite, a diverse collection of network appliances for application performance monitoring and analysis.
Every channel partner program needs at least one stand-out item to excite VARs. Excellent margins, qualified leads, protected territory, superb support take your pick. Invariably, the best programs entice VARs with a handful of carrots.
When a direct vendor such as InfoVista, a provider of proactive service assurance solutions, enters the channel, VARs often expect its program to offer something special, something that grabs them in the wallet while winning their hearts and minds.
Recognizing the high bar it faced when it rolled out its first channel program, networking player InfoVista recently pulled out all the stops to make its program a winner with VARs, said Lisa McKenna, vice president of worldwide sales for InfoVistas 5View division based in San Francisco. Those stops included offering VARs a 35 percent discount on product purchases, a 25 percent share of support revenue, ample demo equipment and qualified leads.
InfoVista has crafted a strong channel program around high-performance products, said Tobi Sicklesteel, director of sales, AmeriNet, a reseller partner of InfoVista. Sickelsteel added that InfoVista provides good leads and support, is easy to work with, and gives generous margins. Weve also found InfoVista to be very open with demo equipment, said Sickelsteel.
We want to make it worthwhile for VARs to invest their time in selling our 5View product line, said McKenna. Selling through VARs is vital to our success in achieving our goal of penetrating small and mid-size enterprises.
InfoVistas 5View product suite is a diverse collection of network appliances for application performance monitoring and analysis. The suite is highly scalable and delivers unparalleled performance, said McKenna. Suite components include NetFlow and Deep Packet Inspection solutions for application performance resellers, a VoIP solution for VoIP resellers and an eBanking solution.
"Weve seen great traction and success with several of the 5View products," said Sicklesteel. The 5View suite and the channel program give us with good opportunities to provide powerful, turnkey solutions to our customers."
The breadth of InfoVistas product suite, in tandem with the channel program, will enable VARs in various market sectors to expand the range of products they can deliver, said McKenna.