Eaton refocuses channel strategy

The changes will give the Eaton’s extensive network of resellers even more benefits from their relationship with the company. A revamped online portal will provide access to a complete set of tools, including online training, sales collateral and a new deal registration facility. These resources, combined with business development support from Eaton, will enable partners to boost demand creation, deliver superior service to their end-user customers, and maximise their sales and profitability.

A range of service and solution training courses, modules and tutorials will be available via the online portal. In addition to comprehensive enablement, partners will be able to take advantage of margin-builder programmes, such as deal registration and MDF (Marketing Development Funds), and demand-creation assets, including ready-to-use campaigns for fast execution of marketing initiatives.

The Power Advantage Partner Programme will operate on a tiered basis, with partners given access to different features depending on their eligibility and present stage in the partnership lifecycle. Partners that successfully complete training will receive official accredited certification status, empowering them to enhance their knowledge, customer service skills and sales potential. Eaton will continually develop its training syllabus, giving resellers the opportunity to enhance their skills and the value they deliver to customers.

The additional investment and support that Eaton is providing is a demonstration of its long-term commitment to its channel partners, said David Oddie, IT Channel Partner Manager EMEA at Eaton.

“In the era of digital; transformation, organisations are more dependent than ever on their IT systems and infrastructure and the reliability and availability of power is major concern. They know that it’s vital to protect themselves from power surges and outages while also keeping their costs under control and reducing their impact on the environment. As a leader in power management, Eaton is leading the way in delivering solutions that protect critical systems – and we depend on our partners to deliver our products and adapt them to suit the customer’s environment and needs.

“This further investment is part of Eaton’s ongoing commitment to ensure partners get the very best support, enablement, guidance and, most importantly, quick and easy access to information and funding. In such a competitive environment, we know that investing in our partner network is the best way to deliver a great return for our customers, for partners, and our own business as well.”

Steven Martin, business unit manager, at Tech Data UK, added: “Efficient, effective power management is absolutely vital for critical IT deployments today – from the largest data centre to the smallest cluster of servers. Eaton is a well-known and trusted brand, and a key strategic partner for us in the UK. Having access to the wealth of features and benefits that Eaton is providing in the updated Power Advantage Partner Programme, means we can offer additional business development support to Eaton partners and help them make the most of every opportunity to grow and develop their sales.”

Kevin Matthews, Enterprise Sales Director at Exertis said, “Eaton is recognised as a leader in power management solutions with an expanding portfolio of products and solutions that optimise the performance of data centre infrastructure. Their channel partner programme reflects their desire to enable resellers to work with them to build solutions for their customers, taking advantage of additional expertise, resource and the latest products and services. Eaton’s commitment to the channel, through this programme, can only be mutually beneficial, driving further growth and profitability for all parties. Exertis expects to play a key role in recruiting partners to this exciting opportunity.”