Arcserve Debuts North America Partner Program, Doles Out Awards



Data-protection provider Arcserve is targeting MSPs, VARs, large account resellers (LARs) and OEMs with its new North America channel program.

Arcserve designed Accelerate specifically to fast-track partner profitability, and early program participants have seen a 300 percent increase in average order value through deal registrations month-over-month, according to the company.

Arcserve's Scott Walker

Arcserve’s Scott Walker

Scott Walker, Arcserve’s vice president of strategic alliances, tells Channel Partners this is a “totally new channel program that represents the company’s efforts to double-down on our 100 percent channel focus to fast-track partner profitability.”

“We see partners as a very important element of our growth strategy and are continually looking for new ways to develop more meaningful relationships with them,” he said. “Therefore, we’ve continued our investment in the channel to give our partners the tools and resources they need for success. The program offers industry-leading margins, individual and corporate SPIFs, marketing development funds, and access to cloud-native programs with advanced support for private and public clouds.”

Arcserve also has redeveloped its e-learning courses and added a new partner certification program so MSPs, VARs and LARs can prove their credibility and expertise to potential customers, Walker said.

Here’s our most recent list of important channel-program changes you should know.

“We asked our partners what they needed from us, and folded their input and feedback directly into this program,” he said. “There have been other vendors in our space [that] have changed their approach to partner engagements, but we’ve made investments in this program to ensure that it’s rewarding and very easy to close deals.”

Arcserve aims to reduce channel conflict by adding partners that address gaps in geography, solutions focus and verticals, Walker said.

“Arcserve’s new channel program gives us access to the same industry-leading solutions that the company is known for, with even better incentives and growth opportunities to achieve accelerated profitability,” said Pete Greco, vice president of sales and technology at Productive. “Going through the Arcserve Partner Certification program has placed Productive at the forefront of knowledge about Arcserve products, which in turn helps us generate more revenue and leads in speaking to organizations about their specific service requirements.”

Also Tuesday, the company recognized nine of its top-performing LARs, VARs and OEMs for their “dedication to exceptional service.” The full list of award winners include:

LAR winners:

  • Insight Enterprises — North American Partner of the Year
  • Connection IT — North American Elite Partner

VAR winners:

  • Spencomp Solutions — North American Partner of the Year in Canada
  • Quarterhorse Technology — North American Elite Partner
  • Productive  — North American Elite Partner
  • RDT Solutions — North American Partner of the Year in the United States
  • CPAC — North American Elite Partner
  • Skyward — North American Elite Partner

OEM winner:

  • Stratus Technologies — North American Partner of the Year

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