To help its channel boost their services attach rate sales, data management and storage vendor, CommVault (NASDAQ: CVLT), today announced its CommValue program which offers partners access to professional services, training and customer support resources.
Mark Conley, director of North American channel sales at CommVault, says CommValue is a companion program to the company’s existing PartnerAdvantage channel program. CommValue is being offered to partners based on a subscription basis which either covers three months for $2,500 or a year for $10,000. The program is only being offered to resellers and system integrators that have contractual relationships with the company, Conley adds.
Thomas Moran, business development manager at CommVault, says the CommValue program was created to enable and ensure channel partners can continue to grow their services attach rate sales, especially during these challenging economic times.
“CommValue is a full suite of tools and services that we’re offering to subscribing partners to increase their skill level and technical knowledge base,” Moran said. “The program gives partners access to CommVault’s back-end expertise and resources.”
The company decided to introduce CommValue as a pay-for program to partners because CommVault wanted to put a “higher degree of value” around the program, Moran explained.
“We wanted to give partners far more services than what is normally available to them out there,” he added. “When partners take advantage of our professional services, training and support pieces, their knowledge will go a long way and customers will be more reception to new deals because of this.”
The new program is designed to help partners streamline their engagement with customers in a more timely, consistent and cost-effective manner. The partners who subscribe to CommValue, will receive access to the company’s real world knowledge base, which Moran explains offers partners the “inside track” to CommVault’s world of engineering expertise. Access to best practices and procedures will also make it easier for partners to sell Simpana, the company’s data management, backup, recovery, and data deduplication software solution.
The subscription-based program will be rolled out to the channel beginning next month and also comes with a demo-on-demand offering to qualifying subscription partners.
“This program is good for a large organization that has hundreds of sales people,” Conley said. “Partners who take advantage of CommValue will see a payback on ROI in just days to weeks as opposed to years.”
Moran adds that partners who also stock a large portfolio of other solutions and services by CommVault and other vendors, will see greater opportunities for services attachment sales too.