The dedicated CommVault division at Workgroup has announced the details behind its approach to the local channel and the strategy behind the local adoption of CommVault technologies going forward.
Stephen Moore, CommVault product manager at Workgroup says the message is simple enough. “CommVault's sales strategy is to conduct 100 percent of its business through the local channel,” he says.
“This is unique, especially in the software industry, and is a key differentiator against CommVault's competitors. While they spend time dealing with channel conflicts, rewriting commission plans to prevent internal competition and developing 'rules of engagement' that have no teeth, CommVault and Workgroup resellers can engage with complete openness, secure in the knowledge that their investment will be rewarded and not abused.
“CommVault is not in the business of telling its channel where they can and cannot sell and we are viewed as partners, not employees.”
As a value added distributor (VAD) of the complete range of CommVault solutions, Workgroup runs and aligns strictly to CommVault's EMEA partner program, which segments resellers into three groups (Platinum, Gold and Advantage) based on the level of investment each resellers wants to make.
“Each level has published accreditation criteria the reseller has to meet, which, in turn, provides them with a set of benefits, including access to CommVault channel management and direct touch sales resources, business planning and a pre-agreed level of discount,” says Moore.
This approach has increased CommVault sales reach in the marketplace, providing it with more business opportunities and marketing power than would be achievable alone, he concludes.