Crossbeam's channel program is by invitation onlyBy Sharon Linsenbach | Posted 2008-03-26 Email Print
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Crossbeam Systems has hired a channel veteran to head up the new partner program it is launching April 1.
Gillman said Crossbeam currently only has about 20 to 25 worldwide partners, and the company plans to keep the number small and selective. Maintaining product differentiation in the crowded network security market and minimizing the chance that the offering will be commoditized are benefits of having a more selective program, he said. Crossbeam's two-tier channel partner program is by invitation only, which keeps engagement simple for partners, Gillman said.
"We don't need to put so many benchmarks, targets and goals in place to qualify partners for the highest tier because we do due diligence on a solution provider before we invite them to join the program," said Gillman.
The program will also offer a professional services component, the Crossbeam Accredited Service Partner program, through which partners can increase their revenues by delivering maintenance and support services.
The CASP program offers two levels of commitment, said Gillman. The first level lets service providers self-brand and deliver maintenance and support of Crossbeam's products, while the second tier CASP Pro level is a co-branded service that partners delivered on behalf of Crossbeam.