Channel Dynamics aids Zettagrid in channel-only transition

Channel Dynamics' Cam Wayland.

Infrastructure-as-a-service (IaaS) provider, Zettagrid, has launched a new Cloud Partner Program to improve reseller relations as it transitions to a channel-only engagement model.

IT industry advisory, Channel Dynamics, led by co-director Cam Wayland, was contracted to restructure the Zettagrid business to a partner-centric sales and support model, and design the program accordingly.

The end result is a two-tiered channel program which contains a range of pathways to profitably bundle Zettagrid’s Cloud infrastructure into value-added resellers’ (VARs) existing portfolios.

It caters for varying levels of competency across sales, technical, marketing, and core business, and incorporates existing VMware, Microsoft and other vendor certifications.

“Our strategy is to become the preferred Cloud infrastructure provider for value-added resellers [VARs] in Australia,” Zettagrid channel manager, Gordon Salvage, said.

“Currently, 60 per cent of our revenue is generated by what can be called key customers, but in reality are mostly VARs. However, we weren't supporting them with a formal partner program.”

“We have invested heavily in our partner program and spent a lot of time talking with existing customers to identify their needs and pain points. We recognise that partners want both a deeper relationship with us and greater rewards.”

For example, Zettagrid has increased support availability to 24x7 and re-engineered its services desk with the introduction of level 2 engineers with VMware and networking training to deal with partners that have complex requirements which surpass the bounds of call logging.

Additionally, partners are promised significant discounts over retail pricing with the ability to set their own price via wholesale white-labelling, marketing funds, NFR demo environments, and use of dedicated account managers and pre-sales teams.