Quantum Enhanced Channel Program

Quantum Corp. announced significant enhancements to the company’s North American channel partner program, the Quantum Alliance Reseller Program. Channel partners will be able to take advantage of enhanced lead collaboration, simplified configuration and quoting, and increased sales and technical training. In addition, resellers in the top tier of the Quantum Alliance program (Enterprise Storage Partners) will have increased margin opportunities through a New Business Incentive program. The changes are designed to enable Quantum’s partners to benefit from the company’s expanded market opportunity, as reflected in the increasing demand for its disk-based de-duplication and replication systems and their incorporation into scalable, edge-to-core, integrated solutions that also include tape, common management and security.

Further strengthening collaboration between Quantum’s sales team and partners, the company has enhanced its lead generation systems to provide for more efficient distribution, access and management of new leads within the existing Quantum Alliance reseller portal. This allows resellers to quickly act upon leads identified by Quantum and apply for a deal registration discount with the click of a button. Quantum has also simplified its configuration and quoting process by establishing standardized midrange and enterprise hardware pricing and opportunity registration discounts.

"As a long-standing Quantum partner, we welcome the latest enhancements to its channel program," said Terry Slack, director of corporate alliances, at Datalink. "We are particularly excited about the combination of Quantum’s compelling solutions offerings and their channel program’s sales support and business incentives. They will provide increased opportunities to grow our business as Quantum continues to develop higher-value solutions for protecting, retaining and managing data."

Quantum’s channel partners are already benefiting from the company’s growing disk systems and software business and focus on combining its assets to deliver comprehensive, integrated solutions. This includes newer partners such as the Clearpath Solutions Group, a leading provider of IT infrastructure solutions and consulting services. Clearpath recently distinguished itself as Quantum’s fastest growing QuickStart partner. (QuickStart is a level in the Quantum Alliance program designed to allow new partners to quickly ramp to a higher tier.)

"After joining the Quantum Alliance program last fall, we exceeded our initial Quantum sales target by more than 2X, in no small part due to the increasing demand for Quantum’s DXi-Series disk backup systems with de-duplication and replication," said Gary Vaughan, Clearpath’s president. "And as we’ve talked to Quantum about their future plans and offerings, we see even greater opportunity ahead."

Another enhancement to Quantum’s channel program is expanded sales and technical training, particularly around emerging technologies and the company’s broader solutions portfolio. This includes new ‘TechTalk with Quantum’ webcasts, additional online training and regional courses for pre-sales systems engineers.

"Our channel partners have become even more critical to our go-to-market strategy as we’ve moved to address a broader range of customers’ data storage needs, and we continue to enhance the Quantum Alliance program so that our partners can share in the expanded opportunity," said George Bennett, senior vice president, Americas sales, at Quantum. "We are working closely with our partners to ensure that we fully understand their business models and that we offer a business proposition that aligns with their objectives and enables us to deliver high-value solutions to end users."