BlueArc Enhanced Channel Program

BlueArc Corporation is launching its enhanced Partner Acceleration Program in Europe to support its growing regional network of storage resellers. In the past year BlueArc more than doubled its number of European Channel partners.

BlueArc’s updated programme includes multi-tier programme alignment, a new Authorized Service Provider (ASP) certification programme that delivers increased access to technical training, enhanced partner rewards and new sales tools and resources to help valued channel partners increase profits and better meet customer needs.

“Our enhanced channel programme provides BlueArc channel partners with the tools and support they need to better meet customer needs and gain competitive advantage,” said Cameron van Orman, senior director of worldwide channel sales and partner marketing. “Resellers are positioned for success with industry leading deal registration price protection that preserves their margins in highly competitive bidding situations, allowing resellers to be rewarded and recognized when they initiate new opportunities.”

The release of BlueArc’s Mercury series in 2009 has been instrumental in growing the company’s channel programme by helping channel partners address many constraints faced in delivering affordable, high-performance NAS solutions to customers. The BlueArc Partner Acceleration Program now includes more than 150 partners in North America, Eastern Europe/CIS, Latin America, and Asia Pacific. Additionally, BlueArc has experienced a 110 percent increase in channel revenue over the past two years.

In response to customer and channel needs,
BlueArc has added the following programme enhancements:

• Multi-tier classification system: Silver, Gold and now, the addition of Platinum. Each successive tier extends additional partner rewards, such as dedicated technical and sales support, early training on new releases, discounted demo equipment with shorter holding periods, training and marketing support. Gold and Platinum partners will become an extension of the BlueArc sales force and will receive several new advantages including qualified lead distribution, advanced online and in-person training, invitations to Partner Advisory Councils, and Platinum partners also receive performance based incentive rebates.
• Authorized Service Provider Program (ASP): A new ASP programme enables authorized BlueArc resellers to be trained and certified to deliver specific services around BlueArc solutions. The first service level offered in the programme is the Mercury Quick Start Installation Service, which provides partners with a repeatable comprehensive installation process to simplify Mercury installation, maximize partner value and ensure customer satisfaction.
• New sales tools and incentives: BlueArc is releasing a new online TCO calculator that will enable channel partners to assess the return on investment and total cost of ownership of custom BlueArc installations in end-user environments. Additional sales incentives, including a 15 percent uplift to territory sales managers when they drive business through the channel partners, further supports channel success and growth.

“BlueArc already provides invaluable access and support to its partners,” said Matt Allen managing director of BlueGFX, a UK Channel partner. “BlueArc’s enhanced Channel programme delivers the structure, tool and incentives to help us go the extra mile when providing our customers with the utmost performance and scale for lowest cost of ownership.”
 
“The BlueArc Partner Acceleration Programme continues to build on the company’s distinctive technical leadership to bring a collaborative approach to sales that helps deliver competitive advantage to channel partners and clear benefits for customers with data-intensive storage requirements,” added Mike Gustafson, CEO of BlueArc.