Expansion of the program comes a year after its launch
Less than a month after naming Bill Lipsin to head up its partner efforts, data and storage management specialist Cohesity is expanding its channel program to include partner tiers and offer partners new incentives.
The Lowdown: The new features in the partner program come a year after it was first launched by Cohesity, which offers its eponymous data management platform and includes such tech partners as cloud service providers Amazon Web Services, Microsoft Azure, and Google Cloud Platform and data center players Hewlett Packard Enterprise and Cisco.
The Details: The additions to the channel program include:
> Partner tiers: Added for greater transparency for partners, the tiers include Associate Partner (includes access to the Cohesity Partner Portal and to marketing campaign kits and sales tools and training), Preferred Partner (access to Cohesity partner teams, market-development funds – or MDF – training, and not-for-resale software for demos), and Premiere Partner (work with Cohesity executives on joint business planning and feedback channels including the Partner Advisory Council).
> Automated MDF process: Partners have an easier way to ask for, manage, and submit claims.
> Dedicated support: 24/7 help-desk assistance.
> New incentives: Partners’ sales teams in North America and Asia that are in the Preferred or Premiere tiers can receive bonuses of $5,000 to $50,000 for every new Cohesity customer they sign, with bonuses determined by the size of the initial deal. Follow-on purchases also are eligible for bonuses and incentives in other regions as determined on a market-by-market basis.
Background: As a company that sells entirely through the channel, Cohesity – which was founded in 2013 – is putting a lot of money, time, and resources behind the growth of its partner program.
The Buzz: “Our enhanced program opens up a world of opportunities for partners, many of which are already benefiting from selling our disruptive data management solutions to customers around the world,” Lipsin said. “Last fiscal year, nearly 70 percent of our active channel partners grew their business over 100 percent and many partners grew their business in excess of 200 percent. This enhanced program will continue to provide partners with exciting ways to increase profitability and offer greater value to customers, and it is designed to accelerate and reward partner success.”
“With the latest evolution of its partner program, Cohesity is facilitating opportunities for its partners to build their expertise in Cohesity’s data management portfolio and empower their customers with solutions for modern, efficient, and agile data centers,” noted Mike Thompson, CEO of Groupware Technology. “The enhanced partner program underscores Cohesity’s commitment to the channel to accelerate successful outcomes for their partners in solving critical IT challenges.”
“The new Cohesity partner program validates our success in bringing a uniquely innovative data management platform to customers in EMEA and paves the way for our continued growth,” said Tim Jeans, head of specialist sales at SoftCat. “Cohesity consistently delivers attractive margins for our business while providing enormous value for businesses that want to maximize the value of their data.”