QLogic Lures Partners into Offering FabricCache with New Channel Incentives
When QLogic unveiled its Mt. Rainier-based solution in March this year, Stu Miniman forecasted that the company would pursue an aggressive partner strategy in order to make the solution more easily accessible to customers. His prediction just came true.
This morning, QLogic announced that it is bolstering its Advanced Solutions Partner (ASP) program with new training programs and sales materials designed to help channel partners sell and support FabricCache.
The latest additions to ASP include FlexCert, a set of online training courses that give partners the “flexibility to complete specific courses for targeted certification levels,” namely Associate and Specialist. The former focuses on pre-sales roles while the latter covers post-sales functions. QLogic defines a FabricCache Specialist as someone who knows the ins and outs of installing, configuring and troubleshooting its FabricCache QLE10000 Fibre Channel adapters.
“Partner enablement is the name of the game when solution providers evaluate vendors, products and market opportunities,” said Howie Evans, a VP for Dallas Digital Services. “QLogic partner enablement programs give us a competitive advantage when addressing emerging growth opportunities for our company. Best of all, our skills are backed by business development program elements that we can customize and repeat.”
QLogic is supplementing FlexCert with a proprietary simulation tool called FlexLab, and a set of turnkey marketing solutions. These include hosted micro-websites and lead generation campaigns, product videos, on-demand webinars and live seminars for sales personnel.
The vendor is among the growing number of data center equipment providers that have recognized the potential of flash storage. So is IBM. John Borkenhagen, the CTO of Big Blue’s server business, outlined some of the reasons enterprises are adopting solid-state memory in a recent interview with SiliconAngle founder John Furrier and Wikibon’s Dave Vellante. He listed the usefulness of flash cache as one of the major drivers behind this trend.
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