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X Marks The Spot: Xirrus to ‘Xcellerate’ With New Channel Program

**Editor’s Note: Click here for a list of recent channel-program changes you should know.**

By Edward Gately

Wireless networks provider Xirrus has unveiled its new Xcellerate Partner Program, designed to help partners do business more easily and to expand the availability of the company’s products and services in the market.

Xirrus' Jillian MansolfJillian Mansolf, Xirrus’ chief marketing officer, tells Channel Partners the program provides a “completely new way to engage with Xirrus.” The company has more than 4,000 members in its global partner community.

“We not only have a whole host of new benefits and services for our channel partners, we have completely rebuilt the channel portal to include a self-guiding quoting tool, one-click deal registration that provides protected margin … and a new proposal generator that shows return on investment,” Mansolf said.

In addition, Xirrus now has dedicated lead-generation teams around the world that focus on finding opportunities and delivering them to its partners. From there, partners can register those opportunities for even more margin.

The program includes three levels: Authorized, Premiere and Elite. Also, Xirrus University, a free online sales and technical certification program, teaches partners how to sell Xirrus’ products, and allows them to connect and share insights with others.

Other program features include channel-customizable content, local resources and free demonstration equipment.

“We’ve seen a lot of change in the Wi-Fi market recently,” Mansolf said. “Many partners selling Wi-Fi are looking to replace their offerings due to the consolidation and acquisitions. We are excited to grow and expand our partner community with those who are looking for alternative solutions. Ultimately our goal is to attract the right partners in the regions and the markets on which we focus.”

Program benefits by level are based on revenue generated, which means the company’s best partners have guaranteed access to the most leads, marketing opportunities and discounts.

“Because we are 100 percent dedicated to the channel, it is critical that we provide the best products, sales resources, tools and support available for our partners globally,” Mansolf said. “Our goal is to be the most responsive, easy to do business with Wi-Fi provider on the planet, and in turn, help our partners increase their top-line revenue and their profitability. It would not be possible for us to achieve our goals without a solid, happy, healthy channel. In short, we can’t succeed unless our partners are successful.”


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