IT and Business Insights for SMB Solution Providers

Quantum Transforms Channel Partner Program, Delivers Differentiation in Midst of Storage Industry Consolidation

Quantum Corp. introduced the new Quantum NOW program in North America, which is designed to empower IT data center channel partners frustrated with storage options available in the wake of industry consolidation. Quantum NOW provides partners with margin enhancements, expanded value-added service options designed to drive incremental revenue, and more extensive marketing support and lead generation capabilities.

Solution Differentiation
To help launch the Quantum NOW program Quantum is conducting a series of regional partner events – Quantum Elevate (see below for dates, locations, and registration information). At these events, IT data center storage resellers can learn more about the NOW program and talk directly to Quantum sales, channel and executive management. Quantum and technology partners such as Commvault will also show how attendees can differentiate their solutions portfolio and address evolving customer storage needs in key areas:

  • employing best practices for using flash
  • managing unstructured data in scale-out NAS environments
  • protecting and managing converged and hyperconverged solutions
  • using artificial intelligence.

Margin Enhancements
The Quantum NOW program offers special incentives which can double the gross margin for channel partners when they add a new customer, compensating them for the extra time it takes to nurture new customer relationships. In contrast to typical industry incentives, the NOW program can be worth thousands of dollars, rather than hundreds, and is paid directly to sales representatives on top of the margin they make on Quantum products.

Expanded Service Offerings
The new program allows partners to provide installation services across a broad portfolio of Quantum products, opening a new revenue stream for resellers and simplifying the engagement for customers wishing to work directly with their partners from purchase through installation. The company will also continue to invest more in partners with ongoing training, account targeting programs and lead generation, as well as 1:1 support from Quantum channel managers.

More Extensive Lead Generation Support
Quantum's marketing concierge services enable partners to utilize their Quantum marketing development fund dollars to work with third-party agencies to drive customer appointments via integrated co-brandable campaigns that include email, social media, direct mail, online advertising and telemarketing services.

Quantum channel sales development representatives are also available to help build attendance at end user events and reach installed base customers to communicate upgrade and technology refresh opportunities.

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