Quantum Revamps And Simplifies Its Channel Program

Quantum Corp.’s (NYSE:QTM) recently enhanced channel program was designed to allow solution providers to build more sales, simplify their ability to generate configuration recommendations and price quotes, and provide access to more sales and technical training.

This marks the first time that the Quantum Alliance Reseller Program, which has about 4,000 partners, has undergone a major revamp since its launch in January 2007, following Quantum’s acquisition of midrange and enterprise tape library maker Advanced Digital Information Corp. (ADIC), said Greg Fredericks, director of channel marketing at the San Jose, Calif.-based storage vendor. Since then, Quantum’s technologies have expanded disk-based deduplication and replication systems and their incorporation into scalable, edge-to-core, integrated solutions that also include tape, common management and security.

“We know [partners are] expecting a tough year ahead. We’ve done things to make sure it’s a profitable sale for them,” he said. “One of the real advantages we provide is, because we’re positioned on both sides, you can sell the tape piece and the disk piece. We’ve got interoperable solutions with single-pane management consoles.”

Top-tier program participants – Enterprise Storage Partners – can earn greater margins through a New Business Incentive program for those ESP firms that successfully introduce Quantum solutions into new clients, said Fredericks. The revamped lead-generation program is tied into the lead-registration program, allowing partners that receive a lead from Quantum to speedily apply for a discount via the existing Quantum Alliance portal. The portal also now features a simplified configuration and quoting process with standardized midrange and enterprise hardware pricing, as well as opportunity registration discounts.

“The lead-generation and lead-assignment features are huge,” said Gary Vaughan, president of Clearpath Solutions Group, a Premier Quantum partner. “They’ve uncomplicated some of the pricing, particularly around [product] upgrades. They’ve level-set that pricing. That de-complicates and expedites the sale for us, which is very valuable.”

To continue educating partners about its products and opportunities, Quantum has added Quantum Tech Talk, a quarterly highly-technical webcast designed for engineers, to its existing line-up of monthly session that includes segments on a particular technology, sales opportunities and a question-and-answer period, said Fredericks.

And the vendor continues to offer Quantum Expert, an online training and quiz tool, designed to keep solution providers up-to-speed on its offerings, he added. Today, there are about seven courses, with additions expected each month, said Fredericks. All offerings are free to registered members of the Quantum Alliance, he noted.