Arcserve introduced a revised partner program last August. According to Fossnes, the new offering has been drawing solution providers and MSPs that fit the company’s optimal channel partner profile. “It’s attracting the kind of partners that we really want to go to market with in the mid-market,” she says, crediting both the higher margins Arcserve now pays and its expanded partner account management team for that early success.
“We have more feet on the street,” Fossnes says. “We have more time and presence out there with our partners, which is really helping us to get engaged at the field level and do business with each other.”