If We Build It, They Will Come: Streamlining Egnyte’s Partner Program to Increase Revenue Opportunities Across the Channel
While the file sync and share market has really heated up over the last year, the channel has been battling three major obstacles preventing partners from profiting from this tremendous market demand - moving clients to the cloud without hurting existing partnerships with traditional storage vendors, figuring out which vendors can offer continued revenue opportunities, and how to help their customers battle shadow IT, specifically around sharing business-critical files. (Clearly, this isn’t an exhaustive list, but these definitely are game changers).
Knowing that these obstacles exist and can be challenging to tackle alone, the Egnyte team is looking forward to helping our partners overcome them. Egnyte is also helping partners secure new revenue opportunities for their businesses and drive more value to their customers through enhanced assessment, transformation and integration service opportunities.
Now in my second week at Egnyte, I’m thrilled to join the team at such a critical time in the industry and an exciting stage in the company’s growth. Egnyte has had a channel program for the past couple of years, but it has historically focused on direct sales. I’ve been in the technology industry for more than 25 years and have lead successful company transitions from direct sales into channel-focused programs at NetApp, Isilon and EMC. I plan to lead my new team in making the same kind of shift at Egnyte and build a successful channel program that will benefit both our channel partners and our mutual customers.
Given this new channel initiative, I’d like to officially unveil our new channel partner program that streamlines engagement options, while improving revenue opportunities for our VAR and MSP partners.
Partners who work with us can not only add significant value to their customer base, they can also realize solid recurring revenue opportunities. VARs can now sign up for one of two new program levels - Associate and Elite - that are based on revenue, performance and commitment. For MSPs, Egnyte has a parallel program that’s tailored to meet the unique needs of service providers.
These new programs offer high margins and equip partners with the following benefits and tools:
- Enhanced Partner Discount Structure – Partners receive industry-leading discounts in the File Sync & Share solution category and can engage directly or through the Egnyte Reseller Portal, which features resources to register deals and manage customer deployments.
- New Partner Sales Kit – This kit equips partners with the tools for successful engagements, including co-branded campaigns, an ROI calculator, customer sales presentations, partner sales battle cards, and more.
- Dedicated Customer Service, Training and Marketing Assistance – Each partner is paired with dedicated Egnyte team members who help with areas of prospecting, training and customer service. This includes tailored cold calling blitzes, SEM, SEO, and consulting assistance. Partners can also take advantage of webcasts, road shows, and ongoing enablement events.
I’m excited to kick off this new program and start connecting with our channel partners to help meet their goals. I’m jumping in head-first to start building out a solid and profitable program that is a win-win for us AND our partners!
To join or learn more about the Egnyte Partner Program, visit:
*Jeff Nollette is responsible for building the channel and brings 25+ years of sales and channel development experience to Egnyte. Jeff’s leadership helped blaze the trail to early channel success at NetApp (from 23M to 160M in 3 years), Isilon (from 40M to 157M in 3 years), and most recently at EMC as the Senior Director, National Partner Program, where his team grew that business from $750M to $1.1B over a 2 year period. His long track record of success and program creativity bodes well for the future of Egnyte and its partners as the company evolves into a more channel-centric organization. Jeff has a BS and an MBA from San Jose State University.
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