The program, which expands on the SMB strategy Gupta has employed in other regions of the world, is geared toward resellers and ISVs that serve the SMB market.

Resellers that join the program will be able to market SQLBase and Team Developer, the company's cross-platform embedded database and application development solutions, to businesses that work in both Windows and Linux environments.

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To join the program, solution providers start by entering Gupta's Partner Development Program and can then move toward certified partner status after completing required training and seminars and developing required marketing material and development projects. Gupta's channel program is divided into Standard, Premium and Gold divisions.

Gupta also has announced a deal with Smart Online Inc, a Durham, N.C., provider of Web-based business solutions for small businesses. According to the terms of the deal, Gupta's reseller base will now be able to remarket Smart Online's suite of Web-based (also referred to as "software-as-services") applications for finance, human resources, legal and sales/marketing to SMBs.

Vanguard Outsources Channel Management

Vanguard Managed Solutions, a Mansfield, Mass., managed network services provider and router vendor, has turned its channel sales program for its multi-service access routers over to Communication Concepts Inc. of Sunrise, Fla.

Under the terms of the agreement, Communication Concepts will handle two-tier distribution sales of Vanguard MS's 7300 series, 6400 series and 300 series routers to more than 100 VARs.