Coyote Point Unveils New Channel Program for Midmarket Products
Coming on the heels of a January announcement of new application acceleration and load balancing offerings, Coyote Point is restructuring its channel relationships to better serve midmarket clients.Load balancing and application acceleration expert Coyote Point Systems announced a multitiered channel program to support increasing demand for its new Equalizer GX family of application acceleration and load balancing solutions, aimed at small to medium-size businesses. The company said its Tiered Partner Program is designed to offer "meaningful, multilevel advantages and benefits" to partners at levels that best suit each business model.
The partner program is structured around the tenants of authorization, lead registration and COOP market development funds. Coyote Point said requiring authorization reduces the competition in the highest revenue selling opportunities, which protects reseller margins and profitability. Only authorized resellers will have access to the complete product line, where nonauthorized resellers are restricted from selling the premier Equalizer models products.
Lead registration allows all resellers to register and protect leads, and qualifying resellers can receive additional margin on registered Coyote Point solution sales. The company promises lead registration will reward resellers for their efforts spent in lead generation and prospecting efforts.
The program comprises tiers: The Authorized Tier-1 Reseller level has benefits reserved for partners who have demonstrated the highest performance in selling, marketing and supporting Coyote Point technology. Coyote Point said Tier-1 resellers are empowered with additional advantages and benefits available exclusively to them, including the ability to buy direct from the company at Tier-1 pricing and earn COOP market development funds, as well as gain lead registration with margin protection, joint marketing activities, priority status for sales lead distribution, and the opportunity to participate in public relations activities for increased exposure and customer case studies.
"We needed a more advanced partner program to support both our continued expansion and to better meet the needs of our customers who need more advanced enterprise capable solutions. This is a rapidly growing market segment-Gartner predicts end-user spending on application acceleration equipment will reach $7 billion by the end of 2013," said Coyote Point's director of channel development, Jim Puchbauer. "We do not sell direct to customers, making our reseller partners the key to meeting our business objectives and taking advantage of this market opportunity. Our goal is to provide them with a competitive edge [and] ensure they're armed with the tools needed to satisfy customers, as well as incentives to keep them profitable and motivated to maintaining a long-term partnership with us."
Earlier this year, the company announced the launch of three upgraded products as part of its Equalizer GX family of load balancing and application acceleration appliances. Built on new hardware and software architectures, the Equalizer GX family provides up to 400 percent performance gains compared with its predecessor.
Coyote Point's Equalizer GX family comprises three appliances: the Equalizer 350GX, 450GX and 650GX, each optimized for particular midmarket environments. Price points start at $6,495 for the E350GX, $10,195 for the E450GX and $14,395 for the E650GX.