Q&A | July 31, 2014

Carbonite Makes Another Step Toward Channel-Only Model With New Partner Program

Bernadette Wilson

By Bernadette Wilson, associate editor, Business Solutions magazine
Follow Me On Twitter @bernadeditor

Carbonite Channel-Focused Partner Model

Carbonite, a provider of hybrid backup and recovery solutions for businesses, announced its new partner program earlier this month at Microsoft’s Worldwide Partner Conference (WPC) in Washington, DC.

David Maffei, VP of global channel sales for Carbonite, says the announcement is significant. “This program represents the continued shift from our direct selling and marketing roots while we transition the business to a channel-only model. This is a massive transition for the business and not one that happens overnight, but this program is a very strong step forward in helping to enable and support our committed and ever-growing partner channel.” 

Maffei says the response at WPC to the new partner program was “tremendous,” as Carbonite personnel at the show, totaling nearly 30, drove the message of how Carbonite helps Microsoft partners keep their small and medium business customers up and running.

The partner program, which was developed with input and feedback from Carbonite partners — and potential partners — provides benefits including sales and technical training, technical support, additional discounts for deal registration, a dedicated sales manager for each partner, and marketing content that can be syndicated on partners’ websites.

In addition, the three-tiered program includes market development funds (MDF) and co-marketing opportunities. Initiative based MDF is allocated to Platinum and Gold partners, and co-brandable sales assets and marketing templates are available for all tiers.

This year prior to WPC, Carbonite announced its first channel-exclusive hybrid backup solution for small businesses and also announced a partner referral program.

In a press release, Maffei says these developments are evidence of the company’s dedication to the channel. “We are taking action to provide our partners with everything they need to build and grow relationships with their small business clients — from new products with disruptive pricing to marketing programs that will help them reach new and existing clients,” says Maffei.