By Paul Brodie, VP of Channel
Last month we announced a significant refresh of the Virtual Instruments Partner (VIP) Program with the intention to focus on customer engagement and overall VAR profitability. We’ve noted previously on our blog how important our partners are to the success of Virtual Instruments and our customers, and this announcement further illustrates our commitment to rewarding our partners for everything they do to help us reach our goals.
Enterprises are increasingly demanding flexibility when it comes to the solutions they implement across their infrastructures, and the best way to ensure that need is met is for companies to build an open ecosystem through mutually beneficial relationships. The VIP Program is designed to recognize our channel partners’ expertise, and by participating in the program, partners have access to rewards and resources to drive sales, increase profitability and differentiate themselves from the competition. We’re now also offering partners a 10 percent increase on front-end rebates, as well as an additional 10 percent discount for partner-derived deals.
How are we able to do all this? Well, the refreshed VIP Program features an innovative model that offers attractive profit margins and awards based on customer engagement, not compliance with training or certification programs. We’ve developed a well-defined registration process that tracks the source of new customer opportunities and allows us to reward partners more readily based on their registered leads. This is totally unlike traditional partner program models, which in our experience tend to de-value and marginalize partners. Here’s what one of our partners had to say about the program refresh:
“Virtual Instruments has listened to the needs of its partner channel and released an attractive program that caters to the needs of its resellers, while still maintaining the integrity of a traditional partner program. Participating in its VIP Program helps us continue to drive innovation, improve service levels and maximize our clients’ performance, while also reducing their infrastructure costs and mitigating risk.” – Deborah Bannworth, Sr. Vice President, Strategic Alliances and Inside Sales at Sirius Computer Solutions
By taking the heavy lifting away from our partners and offering them a predictable, easy-to-navigate roadmap that places value on actual customer contributions, we’re ensuring that more enterprises have access to our highly differentiated products and services, backed up by companies they can trust. And that, in our opinion, is the definition of a mutually beneficial partnership.
Want to learn more about the new and improved VIP Program? Check out the press release for more details. As always, don’t forget to follow us on Twitter, LinkedIn and Facebook to stay up to date on the latest and greatest in app-centric infrastructure performance monitoring.