Inside Paragon Software’s New Partner Program
Paragon is counting on its MSPs, VARs, and partners in key verticals to take its products to the next level with rich program offerings.
By John Danielowich
Paragon Software Group launched its channel-centric Paragon Partner Program to help VARs serving SMBs successfully sell and support its solutions. “After discussions with many VARs, MSPs, and other partners, we have responded to their needs with a channel program that provides a complete picture for both the partner and their SMB customer,” says Steve Young, Paragon’s director of channel sales, Americas. The program is best suited to VARs providing managed services or offering infrastructure design and implementation services, and for those targeting the finance, healthcare, government, and education markets.
The SMB market is Paragon’s main focal point, where its energies and resources are being directed through its reseller partners. The program focuses on what the Irvine, Calif.-based company calls “the three Bs”: better margins, offering partners up to 45 percent off list price; better support in terms of a high support-to-partner ratio; and better products. “Better support is clearly a strong contender for most value to our partners,” says Young. “If an SMB partner is servicing an account and encounters problems, the last thing they want to do is wait for a vendor to help troubleshoot the problem. We always have a live person answer their calls.”
The program has two tiers, Standard and Alliance, with two levels within each tier. Benefits vary by level and include a dedicated 24/7 partner hotline, deal registration that offers VARs immediate up-front discounts, a partner portal with direct access to sales and marketing support, certification training, and the availability of marketing development funds for demand-generation events. Paragon’s deal registration is unique, says Young, in that it provides up to an additional 10 percent discount on top of typical margins, paid at the time of purchase. “This offers our partners the flexibility to close business and pays them immediately, instead of months later through MDF funds or rebates,” he says.
All of the company’s products are available through the program, but the central offerings are Drive Backup and Partition Manager, which provide data security, storage, and management for PCs, servers, and networks. Drive Backup allows users to quickly back up and restore in the case of a system crash. Partition Manager minimizes system downtime and reduces the overall cost of IT infrastructure.
Paragon understands the needs of its partners, says Young. “We are like a jet ski, which can turn on a dime when a partner needs it,” he says.√dž”That is exactly what we want to be for them–a trusted solution they know will be there with them every turn of the way”
