Seagate opens reseller floodgates with authorisation program

Seagate Software is out to increase its channel sales by 25 to 30 per cent quarter on quarter through a new authorisation program based on the vendor's reporting software - Crystal Reports.

Under the program announced yesterday, new and existing Seagate resellers can register online for free authorisation to resell the software designed to compile reports and analysis from databases within an organisation.

Key to the initiative, according to Seagate's partner manager Rhody Burton, is that authorised resellers receive access to Seagate's Partner Web site. The site contains a raft of training, sales and technical information to arm resellers with the skills they need to sell Seagate, espouses Burton.

"This program is all about empowering these resellers which are, or aren't, selling Crystal Reports to be able to sell it [more effectively]," says Burton. Resellers will also have access to 24-hour support, which routes between Seagate's Australian and US offices.

Seagate is looking to leverage the customer base and the relationships resellers have in the SME market to increase the company's growth, claims a statement released by the company.

"It is the first time Seagate has offered a major partner program to Crystal Reports resellers," says Burton, who claims "out sales" information from its distributor Tech Pacific has prompted the vendor to initiate the program.

To become authorised, resellers have to fill out information about their company - including other vendor partners - which Burton says will be used to design promotions and "specials" geared towards select groups of resellers.

While Seagate currently conducts around 30 per cent of its product sales through the channel, Burton wants to increase this to about 50 per cent as a result of the program.

To entice resellers to join the program Seagate is offering a number of incentives, including a Sony PlayStation 2 for the partner that sells the most units, a free Partner Starter Kit valued at $2500 for the first 10 resellers that join, and training/consulting vouchers that can be resold to end users.

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