The CommVault division at Workgroup has outlined its approach to the local channel and the strategy behind the adoption of CommVault technologies going forward.
Stephen Moore, CommVault product manager at Workgroup, says: “CommVault's sales strategy is to conduct 100% of its business through the local channel.”
Moore says in a statement that this is rare in the software industry, and the strategy differentiates CommVault from its competitors.
Workgroup is a value-added distributor of the entire range of CommVault solutions. According to the company, Workgroup aligns strictly to CommVault's Europe, Middle East and Africa partner programme. This segments resellers into three groups, Platinum, Gold and Advantage, based on the level of investment each reseller wants to make.
Moore notes: “Each level has published accreditation criteria the reseller has to meet, which in turn, provides them with a set of benefits, including access to CommVault channel management and direct touch sales resources, business planning and a pre-agreed level of discount.”
According to Moore, this approach has increased CommVault sales reach in the marketplace, providing it with more business opportunities and marketing power than would be achievable alone.
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