File virtualization vendor Attune Systems has unveiled a revamped channel program that includes an enhanced partner portal, deal registration and lead generation.
The vendor said it needed to update its partner program because it has seen such an increase in demand from VARs, according to Attune CEO Alan Kessler. “Server virtualization with vendors such as VMware has become a hot topic, and now VARs are increasingly looking to file virtualization,” he told Channel Insider.
Attune’s flagship appliance, The Maestro File Manager, works in a Windows environment and allows IT managers to move files around and migrate them to re-allocate storage with no apparent changes to the user. It also allows IT managers to analyze and manage their storage environments, Kessler said.
The vendor is also looking to recruit new VARs to its partner program, although it does not have a finite number that it is searching for. “We are still working with an emerging technology and dealing with specialized VARs,” Kessler said. “We are in a stage of controlled growth, and want to maintain margins for our channel partners.”
To this end, Kessler said, the firm decided to include deal registration as part of its program enhancements, which would help VARs to protect deals and margins. “We have also included sales and marketing funding and tools that are available through our online portal. VARs also get training and field sales help,” he added.
He said the vendor had signed a deal with Data Domain, which allowed for better data migration, which had also helped to entice solution providers to join Attune’s partner program.