Emulex Revamps Partner Program with Online Tools, Incentives

Emulex has revamped its channel strategy with the launch of the Connect Partner Program, including a fresh loyalty program, enhanced reseller training tools and streamlined deal registration and Web enablement.

The company also announced that the Connect Partner Program will be extended to Emulex reseller partners in the Asia-Pacific (APAC) region in 2013.

“The next generation of our Connect Partner Program is designed to maximize partner profits and revenues, while helping them bring high-performing Fibre Channel and network convergence solutions to the market, enabling customers’ leading-edge applications such as big data, software defined networking, I/O caching and server virtualization deployments worldwide,” said Shaun Walsh, senior vice president of marketing and corporate development at Emulex.

He added, “We’ve done this by giving partners faster access to cash incentives, extending some top tier benefits to smaller loyal resellers, and expanding our lead generation efforts for the channel, based on their direct feedback. Additionally, this year, we’re extending all of these benefits to our partners in the APAC region.”

Emulex’s three-tiered partner program includes access to tools, training, support and information. The refreshed program includes a path for resellers in the lower program tiers to earn limited Platinum-level benefits by displaying consistent purchase behaviors.

The enhanced rewards now mean that Connect Partners, regardless of tier, receive complete sales cycle incentives, including project registration, deal registration and SPIFs. Emulex also offers the broadest range of Emulex reward SPIFs, including both Emulex-branded and OEM-branded I/O connectivity solutions.

The company has also added upgraded Customer Relationship Management (CRM) tools that can provide qualified leads to Connect+ and Platinum tier partners. And, Emulex has rolled out a new Salesforce.com-based portal for streamlined deal registration and SPIF claims, which also reduces administrative cycles for resellers.

Meanwhile, online training now includes content for all Emulex solutions, including LightPulse 16Gb Fibre Channel (16GFC) Host Bus Adapters (HBAs), OneConnect Network Acceleration (NX) solutions and OneCommand Vision.

“The loyalty program was a compelling reason for us to join the Connect Partner Program, in addition to the revenue incentives, lead generation and competitive pricing, which will enable us to maximize our profits,” said Gary Johnston, president at IT Partners. “The onboard process for new members is clear and streamlined, and we have been very pleased with interoperability testing, as well as the process to get up-to-speed quickly on the market and key selling points for customers’ next-generation data centers.”

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