AirTight Networks Aims to Put Resellers on 'EZ Street'

By Kelly Teal Comments
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**Editor's Note: Click here for a list of recent channel-program changes you should know.**

AirTight Networks, a Silicon Valley-based provider of cloud-managed Wi-Fi hardware and software, has launched a new channel program to help resellers transition from hardware and licensing deals to MSP-type, full-opex engagement.

The program, dubbed EZ Street, requires no upfront costs and is divided into three tiers: Authorized, Platinum and MSP.

The Authorized level comes with no revenue commitment, but partners must have an AirTight certified engineer and sales rep on staff. Platinum requires a revenue commitment, plus two engineers and two sales reps on the partner's employee rolls. Finally, the highest level, MSP, requires the same sales commitment as Platinum, but three AirTight engineers on staff.

Anita Pandey, vice president of marketing and business development, would not disclose Platinum and MSP commitment levels, or margins; however, she said, the numbers "are very attractive for the industry."

AirTight aims to recruit VARs and MSPs wanting to establish or grow their managed services practices. Participating partners earn margin-based compensation, as well as the fees they charge around the AirTight appliance, such as ongoing security monitoring, compliance reporting, analytics and so on.

In return, as of March 31, AirTight will roll out its partner portal and online peer-to-peer community. Additional channel support includes marketing development funds, deal registration, marketing concierge services and leads. There's also dedicated phone and online help, and in-person training and certification. The latter takes three hours.

"To prepare for the channel push, AirTight scaled up its telesales and technical marketing teams," Pandey said. "The expanded organizations will drive demand and provide dedicated technical support and training resources for the channel."

Paul Kersse serves as AirTight’s channel chief. He has worked for AirTight since June 2013. He holds more than 15 years of experience in sales and channel management. Before AirTight, for example, he worked for organizations including Xirrus, Spirent Federal and Ixia.

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