The big idea is that it will create happy solution providers by allowing them fatter margins. The outfit is bristling with new programmes and an updated sales portal and training programmes through its Xirrus University. The courses offer a free online sales and technical certification which teaches partners how to flog Xirrus gear.
The company is seeing its wireless networks being part of lots of different bigger projects being sorted out by its partners and the company says it wants to make life as easy for them to do it..
The new Xirrus Xcellerate channel programme now features three Authorised, Premiere and Elite levels. To help partners sell Xirrus wireless networking products and services, the company has also established its own sales team which gets qualified leads for channel partners.
Xirrus has created a Proposal Generator tool to quantify the company’s value versus that of competitors and has created customisable vertical marketing campaigns, data sheets and online resources that can all be co-branded. It also makes free demo gear available.
Xirrus is betting that a significant portion of the channel will want to partner with a wireless networking manufacturer that is not widely distributed.