A developer of backup and restore applications for small and mid-sized businesses has added another level to its channel offerings.
Dantz Development Corp., creator of the Retrospect line of software, says its Preferred Partner program fits in the middle of its global partner network for solution
providers.
“”It’s for SMB VARs who typically have a storage focus and are knowledgeable in the backup and restore marketplace but don’t provide services in the field and do integration,”” said Patrick McLaughlin, the company’s director of channel programs.
“”They provide pre-configured solutions but their customer base can take care of it themselves.””
“”We didn’t have a place to put those resellers, and there’s a lot of them out there we engage with. We presented our Premier Partner program to them, but it wasn’t a right fit because that program requires they have the technical resources to go out on site and do field integration.
Dantz defines the SMB market as companies with less than 500 employees or workgroup within enterprises.
Headquartered in Orinda, Calif., Dantz’s products include Retrospect Server, Workgroup, Desktop and Express for Macintosh, and Multi Server for Windows, Sun Solaris and Linux.
Raymond Soucy, vice-president of EMJ Data Systems Ltd., Dantz’s Canadian distributor, sees the new program as positive because the software recently came out in Windows versions.
“”I think a program like this helps in the Windows world particularly for them, because it’s a growth field for them,”” he said.
“”We’ve had a few customers who have asked about this, and I’m sure there’ll be more.””
One of the two Dantz solution providers – third party consultants – in this country which might want to move their status up to Preferred Partner is PSC Consulting, based in the Edmonton suburb of St. Albert.
“”We’re certainly looking at it,”” said Peter Johnston, the company’s general manger. But, he added, “”right now we’re a couple of big projects that don’t involve backup so it’s not on the top of the list.””
To become a Preferred Partner an applicant has to show a Dantz sales rep it focuses on storage within small and medium-sized companies. Partners also have to take Dantz’s sales course.
Dantz will deliver leads to both Premier and Preferred Partners, based on the VAR’s competency. Premier Partners also get a “”slight”” edge in product pricing, McLaughlin said.
Although Dantz has only three Premier Partners – and none in Vancouver or Montreal – McLaughlin said Retrospect does “”pretty decent”” business here. “”My rep who covers the Canadian market is one of my more successful sales people.””
