Data management software maker CommVault has turned to a distributor to help expand the number of its channel partners and solutions they sell.
Starting April 2, certified VARs who are members of Arrow Enterprise Computing Solutions (ECS) will be able to resell and build storage packages around CommVault’s QiNetix data protection, replication and archiving software.
The company had been dealing until now directly with channel partners. However, many asked for help in creating solutions, explained Stephen Matheson, CommVault’s vice-president of channel sales for the Americas. It didn’t have the resources, he said, leading some to believe they didn’t get enough attention from the company.
“A lot of our channels were disenchanted with us,” he said.
While CommVault is “growing by leaps and bounds” it needed a distributor’s help, he said.
He acknowledged, for example, the company often hasn’t got back with a quote to its partners fast enough. That will change by bringing in Arrow.
“By signing with Arrow we believe we solved a lot of problems resellers brought to us,” he said.
Arrow has business units built around a number of major storage manufacturers, including Hewlett-Packard, Hitachi and Sun Microsystems.
The agreement gives Arrow ECS exclusive North American rights to CommVault’s line.
There are about 20 Canadian CommVault VARs, some of whom are Arrow partners.
As part of the deal, Arrow has helped CommVault update its partner program, which both parties hope will also add more VARs.
Formerly a three-level program, much of which wasn’t set in writing and which varied by territory, it has been formalized and had one more step added.
Levels are now Platinum, Gold, Silver and Bronze, with points awarded not only for revenue but also for sales and technical certifications and for lead generation using the CommVault brand. Partners will be grandfathered in at their previous level.
Matheson also said the deal registration process has been made “clearer,” with a promise to get back to partners within 72 hours.
Arrow will now also offer financing and field level marketing that CommVault couldn’t.
He said a number of hardware-solutions have already been put together by Arrow around HP and Network Appliance products.
Matheson also credited Arrow with giving his company a number of good ideas on coaching its partners.
“This agreement gives yet another industry-leading solution to our partners to help them meet the business needs of their customers,” said Lance Sedlak, general manager of Arrow ECS’s software group.
“If there’s a CommVault (reseller) customer who hasn’t dealt with Arrow yet, this gives them the opportunity to work with us on a broader set of solutions.”
Matheson said the deal should benefit CommVault VARs here, who he said have had “limited success.”
He added that “we didn’t do a great job servicing them.”