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Discuss this article (0 Comments)CommScope locks in channel with enhanced programme
by This email address is being protected from spam bots, you need Javascript enabled to view it on Monday, 10 March 2008
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Networking vendor CommScope Enterprise Solutions has launched an improved version of its BusinessPartner Programme. The company says that from the end-users perspective choosing the right qualified company to implement enterprise solutions is just as important as choosing the right networking products.
"Our newly enhanced BusinessPartner programme will give CommScope customers increased confidence in the partner they choose to implement networking solutions," claims Oliver Alquier, channel director of the CommScope Enterprise Division. "Choosing a partner that has the right combination of experience, expertise and market coverage to meet customer needs is invaluable."
In addition to the creation of an elite tier, a variety of new training, marketing programmes and services to expand the support open to members of the scheme is also included in the programme.
Craig Doyle, country manager for UAE at CommScope, is adamant that this is the most significant step for its Middle East partners in recent years. "The biggest change that we have made to the channel structure is the launch of the new channel programme and a major focus of that channel programme is to help the channel sell as much of the solutions as possible," said Doyle.
"The new channel programme gives us an additional value to offer the channel. They are getting more benefits and further solutions from CommScope and this reinforces an existing dimension that we have with the channel. If you talk to anyone with an indirect environment, the more you can sell with your channel the better your relationship will be in the long term," he added.
CommScope claims the enhanced programme is not the final brick in cementing its relationship with its channel. "The future strategy is to enable the partners to get specialised capabilities in the different solutions that complement each other. A good example of this would be the cabinet and enclosure solutions that complement very closely with a data centre or intelligent infrastructure strategy."
For more information on the cabinets and enclosure channel see the forthcoming April edition of the Channel Middle East magazine in which vendors explain why there is more to the rack market than meets the eye.
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