FalconStor Software Revamps Partner Program and Portal

By Jennifer Lawinski  |  Print this article Print

The disk-based data-protection vendor is launching a three-tiered partner program and a new partner Web portal.

Disk-based data-protection solutions vendor FalconStor Software has launched its new PartnerChoice tiered channel program and companion PartnerPlace Web portal that lets partners track opportunities and manage accounts.

The three-tiered program helps partners by providing financial incentives, sales and marketing tools, training and support based on a partner’s business model and level of engagement with the Melville, N.Y.-based vendor.

"The goal is to create a platform to support long relationships driven by increased profits for the partners," Brendan Kinkade, vice president of channel management and global alliances for FalconStor Software, told Channel Insider. "It is set up to really reward partners for their investment and commitment to FalconStor."

The partner portal will be home to FalconStor University and other training materials. including call scripts.

"There are significant improvements. There are some great new tools. We have a new lead management app called lead-lock…[which] syncs with Salesforce. It’s really a single interface where [partners] can register their leads and continually update and manage them and trigger responses," Kinkade said.

All partners have access to margin building, deal registration and financial incentives. For those who sell more, FalconStor offers market-development funds and revenue-goal rebates.

The company had about 105 to 110 partners transact business with it last year, Kinkade said, and it is in the process of building out its channel sales organization.

"I’m not necessarily interested in great expansion; I am interested in more productivity and empowering our good partners to become more successful," he said.

"FalconStor’s new PartnerChoice program allows us to further our relationship with FalconStor based on our goals and to receive increased support and rewards as we grow our business," said Bob Elliott, director, storage sales at Mainline Information Systems.

"FalconStor has always been very channel-friendly, and this is truly an exciting time to be a FalconStor partner, with greater rewards, support and service.  This program is another example of FalconStor’s continued commitment to helping partners deliver the best data protection solutions, expand our customer base and increase our bottom line."

FalconStor also recently launched a Partner Advisory Council to help strengthen its relationships with the channel and gain partner feedback on its products and initiatives.