The VIP Program is designed to recognise channel partners’ expertise in enterprise technologies such as server virtualisation, storage, storage networking, application performance management, and cloud infrastructure technologies. By participating in the program, value-added reseller (VAR) partners gain access to rewards and resources to drive sales, create new opportunities, expand their solution portfolio, increase profitability, and differentiate themselves from their competition.
Unlike traditional partner programs, upward progression through the VIP Program is primarily dependent on the introduction of new customer opportunities into Virtual Instruments’ sales pipeline, not on compliance requirements or revenue levels. Partners are protected with a well-defined deal registration process that provides further rewards to VARs who originate opportunities on their own.
“Traditional channel program models massively de-value and marginalise partners by restricting their growth opportunities,” said Paul Brodie, VP of Channel, Virtual Instruments. “Our newly enhanced VIP Program is the antithesis of those traditional models. We want to take the heavy lifting away from partners and provide a predictable program that is easy to navigate and doesn’t require additional partner resources. Just as importantly, we want to reward our VARs for bringing new deals to the table by leading with our industry-leading app-centric IPM solutions – because to us, that’s the definition of a mutually beneficial partnership.”
The new VIP Program also offers participants:
- A streamlined onboarding process;
- Increased and guaranteed margin rewards for VI Partner-originated, non-standard pricing opportunities;
- Demand generation programs and access to joint marketing development funds (MDF);
- An easy-to-navigate discount program based on partner tiers and lead origination; and
- Access to online demonstration environments, the VIP Partner Portal, which offers online training, lead and opportunity registration, marketing materials and more.
“Since enterprises are increasingly demanding flexibility when it comes to the solutions they implement across their infrastructures, we recognise that partnerships are paramount to our success,” said Sheen Khoury, EVP of Sales, Virtual Instruments. “By building out a channel program that proactively rewards resellers for their work, we’re ensuring that more enterprises have access to our highly differentiated products and services, backed up by companies they can trust.”
