WhipTail Launches Viper Channel Partner Program for VARs

At SNW Fall 2009, WhipTail Technologies, Inc., a provider of solid-state drive (SSD) Tier 0 storage appliances, announced the launch of its VIPER channel partner program. The VIPER program is targeted toward value-added resellers (VARs) worldwide, particularly those focused on virtualizaton and storage, and consultancy firms that specialize in deploying enterprise resource planning (ERP) applications.

The new program is designed to emphasize the elements channel partners value the most, including high margins; direct access to and quick response time from WhipTail sales and engineering resources; a high-touch and seamless on-boarding process, including sales and engineering training; and quarterly partner updates.

“Everyone on the WhipTail management team has the channel in our DNA. We know that trying to scale out a sales model without the channel is not realistic. We are also cognizant of the fact that the top-tier storage and virtualization partners have dozens of vendors knocking on their doors every week,” said Ed Rebholz, CEO of WhipTail. “All of our Racerunner SSD appliance sales will be fulfilled through our channel partners, which is exactly why we have architected the VIPER program to optimize benefits to their bottom line. Through this program, partners receive a high-trajectory market space for revenues, a solution that they can trust and meets their clients’ needs, and complete willingness from us to support them throughout the lifecycle of each sale.”

WhipTail’s new VIPER partner program offers VARs up to a 40 percent margin on product sales, and 15 percent for ongoing support. Partners also benefit from an ‘Influencer Reward’ program, which allows a partner that is actively driving a deal to be guaranteed at least a 15 percent margin, even if an alternate VAR fulfills the order. This, combined with the already high margin, offers VIPER program partners an aggressive revenue opportunity in an exploding SSD market, which is projected to surpass $5 billion in 2011. In addition, the program provides partners with the opportunity to accrue market development funds, and access to the VIPER partner portal where they can find everything they need to ease the Racerunner sales process, including information such as leads, product information and sales tool kits.

“A VAR is only as good as the training and support that we offer, which is why we make it a point to properly train every partner’s representatives on how to sell the Racerunner appliance strategically by identifying high-value targets and not burning cycles of wasted efforts,” said Rebholz. “In this economy, VARs cannot afford to invest their time and energy in what are ultimately unsuccessful sales initiatives, which I’m sure will make our program – with its inherently shorter sales cycle – a welcome opportunity.”