MXLogic Eases Partners Into Pricing ChangesBy Sharon Linsenbach | Print
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When Google slashed Postini prices, partners revolted. So why are MXLogic partners so happy with price cuts from their vendor of choice?
In late April, Josh Presley received an e-mail inviting him to an MXLogic webinar detailing several new service bundles available for partners.
The three new service bundles, Complete Security, which includes e-mail and Web security plus e-mail archiving; E-mail security and Archiving; and E-mail and Web security, won't be officially promoted by MXLogic until June, a spokesperson for the company said. But partners were treated to ample advance notice of the bundles--including an informational Webinar--to make sure they had the opportunity to ask questions and get up to speed on the new offerings.
Presley, solutions coordinator for MXLogic reseller TechMD, is a fan of the three new (and cheaper) e-mail and Web security service bundles. But it's the vendor's near fanatical attention to its channel--evident in the way it handled the announcements--that really differentiates it from competitors.
"MXLogic's webinars, their marketing tools, their collateral and their channel support have always helped me target exactly what clients need," Presley says. The fact that partners were alerted well in advance is just one example of the vendor's commitment to the channel, he adds.
He also cited pricing flexibility as key, since his company serves mostly non-profit customers in Southern California.
"The bulk of our clientele needs to find a value in the product above and beyond price," Presley says, and while non-profits have notoriously tight budgets, "for our customers, it's a matter of performance and not just cost."