SOURCE: BlueArc

BlueArc

April 21, 2010 08:00 ET

BlueArc Expands Channel Sales Program

Enhanced Channel Program and Tools Help Resellers to Better Solve Customer Needs

SAN JOSE, CA--(Marketwire - April 21, 2010) -  BlueArc® Corporation, a leader in scalable, high-performance unified network storage, today announced enhancements to its Partner Acceleration Program designed to continue to support and attract best-in-class storage resellers to enable BlueArc's aggressive growth plans. Program updates include multi-tier program alignment, increased access to technical training, including a new Authorized Service Provider (ASP) certification program, enhanced partner rewards and new sales tools and resources to help BlueArc's worldwide valued channel partners to increase profits and better meet customer needs.

"Our enhanced channel program provides BlueArc channel partners with the tools and support they need to better meet customer needs and gain competitive advantage," said Cameron van Orman, senior director of worldwide channel sales and partner marketing. "Resellers are positioned for success with industry leading deal registration price protection that preserves their margins in highly competitive bidding situations, allowing resellers to be rewarded and recognized when they initiate new opportunities."

The release of BlueArc's Mercury series in 2009 has been instrumental in growing the company's channel program by helping channel partners address many constraints faced in delivering affordable, high-performance NAS solutions to customers. The BlueArc Partner Acceleration Program now includes more than 150 partners in North America, Eastern Europe/CIS, Latin America, and Asia Pacific. Additionally, BlueArc has experienced a 110 percent increase in channel revenue over the past two years.

In response to customer and channel needs, BlueArc has added the following program enhancements:

  • Multi-tier classification system: Silver, Gold and now, the addition of Platinum. Each successive tier extends additional partner rewards, such as dedicated technical and sales support, early training on new releases, discounted demo equipment with shorter holding periods, training and marketing support. Gold and Platinum partners will become an extension of the BlueArc sales force and will receive several new advantages including qualified lead distribution, advanced online and in-person training, invitations to Partner Advisory Councils, and Platinum partners also receive performance based incentive rebates.
  • Authorized Service Provider Program (ASP): A new ASP program enables authorized BlueArc resellers to be trained and certified to deliver specific services around BlueArc solutions. The first service level offered in the program is the Mercury Quick Start Installation Service, which provides partners with a repeatable comprehensive installation process to simplify Mercury installation, maximize partner value and ensure customer satisfaction.
  • New sales tools and incentives: BlueArc is releasing a new online TCO calculator that will enable channel partners to assess the return on investment and total cost of ownership of custom BlueArc installations in end-user environments. Additional sales incentives, including a 15 percent uplift to territory sales managers when they drive business through the channel partners, further supports channel success and growth.

"BlueArc provides incredible access and support to its partners," said Richard W. Kuhar, president of ARKAY Storage Solutions, Inc. "By teaming with BlueArc, we can deliver award-winning technology to provide the utmost performance and scale for lower cost of ownership. Our customers can rest-assured that they can purchase the best solution money can buy."

"The BlueArc Partner Acceleration Program continues to build on the company's distinctive technical leadership to bring a collaborative approach to sales that helps deliver competitive advantage to channel partners and clear benefits for customers with data-intensive storage requirements," added Mike Gustafson, CEO of BlueArc.

About BlueArc
BlueArc partners with customers to solve their storage and data management-related business challenges. BlueArc's best-of-breed, high-performance, highly scalable and cost-effective storage solutions help to accelerate our customers' success. Information about BlueArc solutions and services can be found at http://www.bluearc.com/.

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