Mozy Modernise Its program to attract partners -
Seattle-based Mozy, EMC Corp. which acquired in 2007 and operates as part of Decho Corporation, an EMC company, made an effort to please its current and attracting new partners. The line, remotely, and data backup solutions and software provider has significantly improved its reseller program Mozy, offering a new partner portal called Mozy Reseller Portal 2.0, co-branded marketing materials and sales and management lead features such as the recording of opportunity and lead sharing to reward committed resellers.
"This is the first time we've had this set of tools for our dealers," said Darrell Gamble, channel sales manager at Mozy. "We want to lead our dealers, their sales representatives, and others in the organization to use the portal, because of the tools it offers." These tools include not only training on how to implement a Mozy solution, but the best way to package and sell it. "Many people who try [to sell] an individual type of solution are not as successful as those that bundle the solution with other services they already provide," notes Gamble.
The new portal also gives qualifying resellers access to a marketing co-branding tool so they can create their own brand sales guarantee. The company has engaged a third party firm that offers special prices on marketing plans and to help Platinum partners run an email campaign, for example, or a telesales program. market development funds (MDF) to the more affordable marketing efforts for top-level Platinum partner.
Supporting the dealer
"The thing we're excited is our ability to support the reseller channel with our MDF and our lead part," said Gamble. "We call on our end leads, and if the dealer responds [certain] criteria and is interested in working with a partner in their area, we reverse [those leads] more." The main share program is integrated with Salesforce.com, says Gamble, so that Mozy can see if a dealer has accepted the son and how the company is to update them in the pipeline. "We have full visibility on how the reseller and how we can help you," says
Via the portal, partners can also save opportunities and engage Mozy sales team for the . support in closing transactions they can study the documents concerning the Mozy competitors to help on sales calls, or even consider white papers analyst firm IDC that can be useful to compete in the market [
"We try to take a more proactive approach to help our dealers grow," said Gamble. "It is good for us." Mozy has nearly 5000 partners, says Gamble, who feels the company has always done a good job recruiting resellers. "But we did a horrible job of helping and creating this partnership with our dealers. That's our goal now to Mozy an integral part of their business. "
Gamble said the goal of Mozy is at least double the number of platinum partners. To do this, the company increased internal resources in sales, account management, and marketing last year. this last January, he added extra. "in-house staff," said Gamble, "we have a solid business model to help our dealers reach this platinum level. "
thereThree years, about 10 percent of sales were Mozy through the channel. Today the company is 30 percent." But if you were to ask questions about new business do we pull in [each] months with our subscription model chain beyond our direct model now, "says Gamble. "It is over 50 percent." And more and more.
For complete information on the program Mozy Reseller, go to http://partners.mozy.com.
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