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Building a VAR channel

June 1, 2010 · No Comments

I remind a conversation with Marten Mickos, recently named CEO of Eucalyptus Systems, about building a VAR channel, a year ago (during the Innovate Europe! 2009, which eBox was one of the ten finalists). Marten was our mentors there, he told us loud and clear that building a VAR channel was hard, really hard.

Marten, you were so right! After working on eBox partner program during the whole 2009 Summer, eBox signed its first 3 official partners on September 2009. 9 months and over 200 partners worldwide petitions later, we have evolved our partner program to a more easy to understand and customer-oriented one.

From a DIY services offering based only on 3rd level technical support, to a server and on-line services subscriptions one, with public prices and growing discounts for partners depending on partnership levels (well known Bronze, Silver and Gold). More simple and packaged seem to be better.

Having certified and signed more than 20 so far, with ten currently in the certification process, during June we are reaching the 30 certified partners mark. All of our certified partners employ from 1 to 3 eBox certified technicians, who have completed the on-line course “eBox for network administrators”.

On the other hand, surprisingly, over 30% of the +200 companies that have requested us for partnership stated they were selling eBox already somehow, shaping a rich ecosystem of officially certified and non certified eBox providers. The more options, the best for our clients and community… The complexity of open source ecosystems is so complex as fascinating .

Still struggling to build a worldwide eBox VAR channel, we keep evolving our products and services to make them more simple to understand, sell, deploy and manage.

Marten’s MySQL lasted not less than 3 years to build a credible VAR channel, let’s see where we are able to reach in 9 months from now. Stay tunned.

Categories: VAR channel



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