Faronics and Polycom recognized for channel program success
Information technology (IT) cost-reducing software provider Faronics recently announced that it had been recognized as one of North America's top IT vendors by Everything Channel's 2011 Partner Program Guide after receiving a five-star rating for its Preferred Channel Partner program.
The program offers sales performance-related channel incentives, marketing development funds, marketing and promotional product materials, accelerated margins on achieved sales quotas and an established channel conflict mitigation strategy centered on opportunity registration.
"Faronics has established itself through a mix of direct and indirect sales channels and will now scale that success through their channel as its primary go to market strategy," said Luke Aulin, manager of the company's North America channel. "We will expand our program this year by conducting 100 percent of our [small and medium-sized] business through our channel partners, as well as increase the incentives for our account managers to involve partners early in their deal cycles to scale our selling efforts."
Faronics offers end-point security beyond traditional anti-virus systems in order to combat the evolution of malware. Channel partners provide their customers with protective software in the form of the company's Layered Security suite, which is comprised of Faronics' Anti-Virus, Anti-Executable and Deep Freeze programs that address malware threats, block unapproved programs and provide system protection. The security suite is currently the world's first and only to include anti-virus, application whitelisting and instant system restore components on the same management platform.
Unified communications company Polycom also received a five-star rating and was recognized for its Choice Partner Program. The program rewards partners for consistent performance and higher levels of investment in specializations while emphasizing skill development, specialization and other value-added activities that allow partners to further support their customers' needs and increase customer loyalty.
"Only a few [companies] get our five-star award based on their commitment to the channel, breadth of program offerings and services offered to their partners," said Kelley Damore, vice president and editorial director for Everything Channel's CRN. "By focusing on delivering a comprehensive partner program, vendors and solution providers can work together to drive business opportunities and revenue."
According to CRN, the Partner Program Guide is put together based on detailed applications that are submitted by vendors. The information provided can also serve as a way to get up-to-date insights into channel trends.