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

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

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

“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.