Extricom Reveals Partner Program

By Sara Driscoll  |  Print this article Print


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The wireless LAN vendor launches a three-tiered partner program and VAR recruitment drive.

Wireless LAN vendor Extricom has launched a global partner program and recruitment drive to sign VARs.

The PartnerAdvantage program will offer VARs free training in both technical and sales arenas, sales kits, and marketing tools, such as templates and seminars.

David Confalonieri, vice president of corporate marketing at Extricom, said the company has been developing a channel for a while and felt it needed to introduce a program to build a bond between sales and marketing between the vendor and its VARs.

"The outcome of the program is the same as the philosophy of the company—to help drive profit for partners," he said.

The PartnerAdvantage program has three tiers: Registered, Select and Premier. Criteria for entry is dependent upon revenues, resources dedicated to the vendor and services ability. Confalonieri said the aim is not to start all the VARs at the same level.  "We will look at the potential of our relationship with each VAR, and fit them to the appropriate tier," he said.

He said Extricom is looking to increase by 30 to 50 percent its number of partners in the United States, from 50, and is especially looking for VARs with a vertical focus, such as manufacturing, warehousing, health care or education.   

The vendor is also adding more resources into the United States so that each person within a certain region can cultivate a pool of VARs in their area, Confalonieri said.

Confalonieri admitted he hopes the program will entice VARs from rivals such as Cisco and Hewlett-Packard. However, he said, "For many of our VARs we are an alternative to Cisco. We are not demanding that VARs only sell our portfolio; most of our VARs carry us both."

Sara Driscoll began her journalism career at 16 years old on her local newspaper, The Watford Observer. Working part time, she covered a range of beats. Leaving to complete her Journalism Degree at Bournemouth University, UK, Sara then went on to graduate and work for Emap. She began as a reporter on APR, Emap's construction title, being promoted to senior reporter with a year.Sara then joined VNU Business Publications as Deputy News Editor on CRN, the weekly trade title for channel players. She covered industry/business news from vendors, distributors and resellers, product announcements, partner announcements as well as market and trend analysis, research and in depth articles to predict up and coming trends in the sector. She was promoted within a year to News Editor, a year later to Deputy Editor and the following year became Editor. Sara remained editor of CRN for three years, launching the magazine on new platforms including CRN TV and eBooks, as well as several magazine and web site redesigns. She was called on for expert industry comment from various publications including appearing on live BBC news programs. Sara joined Ziff Davis Enterprise as Editor of eWeek Channel Insider. She runs the title in all formats – online up to the minute news, newsletters, emails alerts and events. She also manages the brand of Channel Insider in all formats - events, shows, awards, panel debates and roundtables.Sara can be reached at:sara.driscoll@ziffdavisenterprise.com

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