Sunbelt System Software has been experiencing rapid growth and expansion due in no small part to it being the exclusive European distributor of NSI Softwares Double-Take. Ian Masters, Sales Director, Sunbelt, describes the channel strategy used for Double-Take, the de facto standard for data replication selected by Microsoft as the replication solution providing unparalleled data protection and high availability for Windows powered appliances.
Q: What is Sunbelts route to market?
A: Sunbelt Software operates as a distributor for the majority of our product range, although there are 11 products we develop ourselves. We currently do 85% of our business through the channel, working with VARs, system integrators, managed service providers and hardware manufacturers. Our preferred model would be to only work with the channel but continued development is required before we can do this.
Q: Why do you think partners and customers choose Sunbelt? And, why should new partners choose to work with Sunbelt?
A: Both end-users and resellers choose to deal with Sunbelt because we carry market leading products and provide an extremely high level of service. Both the sales representatives and support department understand our products very well and can help to choose the right product and correct implementation configuration.
Q: How do you support your channel?
A: We provide free unlimited telephone and email support 9am through 5.30pm, Monday to Friday. However for our main product, Double-Take, we also provide unlimited 24x7x365 telephone support to all end-users for 12 months after they purchase.
Q: What benefits and incentives do you offer to your existing partners/new partners?
A: Our partners benefit from:
- European Support Organisation
- Value-Added Sales Opportunities
- Marketing Support to Help Generate New Business
- Powerful Cross-Selling And Up-Selling Opportunities
- Successful Sales Actions: the "try it and buy it" sales process we have found to be so successful.
- Increased Margin And Profitability
- Highly Effective Sales And Marketing Tools.
Q: At what times of the year do you recruit new partners?
A: All year round.
Q: Do you want new partners now?
A: Yes. We are actively recruiting for resellers who are looking to add market leading products to their existing portfolio. They must have a real need for new product lines and be willing to make a real commitment in terms of focus, sales and technical training and marketing.
For the past eight years, Ian Masters has been working at Sunbelt System Software in the UK and has been responsible for introducing a number of new technologies into this market, in particular Data Replication and High Availability Software. In 1996 Ian played a part in introducing Octopus (now Legatos Replistor) into the UK, prior to MSCS being released. As a Certified Business Continuity Professional, Ian is now working closely with Sunbelts partners and clients across Europe to build resilient NT/2000 data infrastructures.
Ian has been Sales Director at Sunbelt System Software since the beginning of 2004 having previously been UK & Ireland Country Manager for just over 2 years. Prior to this position, Ian worked as an Account Manager and then moved into a Sales Manager position at Sunbelt. Ian studied at Bangor University, North Wales, and gained a BSC (Hons) in Marine Zoology.
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