Indoor
and outdoor wireless technology provider EnGenius Technologies , looking to grow
its channel partner ranks, has revamped its channel partner program to further
reward its Authorized level dealers. The goal is to increase the number of U.S.
Authorized and Elite dealers in total by 50 percent by the end of 2012.
EnGenius
wireless solutions are designed for large spaces -- its outdoor access points
can broadcast 2.5 miles before signal degradation begins to set in-- with the
idea of keeping the technology at an affordable price point. Its value
proposition is focused on providing high-power, long-range wireless networking
equipment.
The
company launched the EnPower Reseller Program two years ago as a two-tiered
program with Authorized and Elite levels of partners. According to Vicki
Bilyeu, director of channel marketing at EnGenius Technologies, the basic
program components (including MDFs, backend rebates, deal registration
discounts, etc.) were already in place for Elite partners.
“Another
thing we did recently is we put together some training programs, some videos
and some applications notes that were in flash automation for those that want
to become Authorized dealers,” Bilyeu said.
Changes
in the program include MDFs for Authorized partners and free demo products for
qualified partners that participate in and pass an online quiz based on
EnGenius’ portfolio of products.
EnGenius
has built out its portfolio of sales tools and made both MDFs and demo products
available to Authorized partners.
Bilyeu
said EnGenius’ goal is to bring on new Authorized level partners that are
interested in the company’s products and willing to build a business around its
wireless products, and then get them up to Elite level.
EnGenius
currently has 4,000 active dealers in the US, and Gabriel Maxwell, director of
channel sales at EnGenius Technologies, said he hopes to bring on additional
2,000 dealers by the end of 2012.
“We
definitely have a lot of room to grow. The nice thing about EnGenius is there’s
a lot of opportunity to grow because we’re still relatively unknown to some of
our biggest competitors, but that just tells me we can grow at a faster clip
than them,” Maxwell said.
EnGenius
is open to different types of solution providers with a variety of levels of
experience and expertise.
“We
like those that have expertise in telephony and wireless networking, but if
they don’t, that’s not a show-stopper. We do provide tools on the website so
they can get up to speed on these technologies,” Bilyeu said.
Maxwell
noted that there are opportunities in a variety of areas for new and existing
channel partners. Typical customers include WISPs, enterprise that want to
extend their wireless network longer distances, hotels, vacation resorts, small
offices and coffee shops, he said.
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