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Independent Report Reveals 5 Things Channel Partners Want from Vendors
announced that Forrester Research, Inc. has released a report entitled, The Five Things Channel Partners Want From Tech Vendors (April 2010) highlighting "five criteria [channel partners] use to assess the value of their relationships with tech vendors: market size/opportunity, revenue/profit streams, the vendor's channel enablement program, the ease of conducting business via the vendor's channel program, and how the vendor showcases successful partners."
According to the report, "As more tech vendors adapt or build their products for cloud deployment (e.g., software-as-a-service, storage-as-a-service, etc.), many vendors are working hard to be inclusive of their channel partners in their go-to-market model. And many channel partners are shifting their business models accordingly." The report noted that, "Most vendors do little to capture, understand, and highlight their channel partners' customer solutions and value. Notable exceptions include Asigra and Microsoft." Citing Asigra as an example, the report states, "Asigra solicits customer case studies from its channel partners (and rewards partners for submitting them); Asigra then posts the case studies on YouTube."
Asigra has differentiated itself in the cloud backup space with a pro-channel business model that rewards partner sales & marketing efforts on a pro-rata basis. Under this model, partners of any size can benefit from maximum margins and premier company incentives in the marketing, sales and delivery of cloud backup services. As an example, the company provides a monthly Partner Spotlight on its website, showcasing partners who are Powered by Asigra and demonstrate excellence in delivering private or public cloud backup solutions. Additionally, at its recent Cloud Backup Partner Summit Asigra announced its Partner Award winners, recognizing channel partner successes in achieving outstanding customer satisfaction through innovative business practices.
"Our channel partners protect more than 100,000 sites worldwide on the Asigra Cloud Backup platform," said Amrita Chandra, Senior Director, Corporate Marketing for Asigra. "We are pleased to see that our commitment to the channel is being recognized by the industry."
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