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Scality's new channel programme aims to simplify partner onboarding

The storage specialist wants to better support partner growth through new incentives, training, marketing tools, and sales paths

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Storage and data management firm Scality has announced a refresh of its channel partner programme, which has been designed to help accelerate partner growth.

The updated initiative now includes new training enablement, competency badges, incentives, new sales and product enablement paths, deal protection, as well as a new partner portal.

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Scality said the programme has been structured to support growth so that new partners have everything they need to build their practice and pipeline when they join as a Scality Select Partner. That includes resources such as co-brandable campaign kits, market development funds, and joint business planning, available straight from signup.

As this partnership grows, businesses will then receive further benefits such as higher margin protection, rebates and incentives will be made available, the firm added, with the chance to move up to Scality Elite or Global Elite Partner status.

The revamp follows last year’s release of Scality ARTESCA storage offering, which combines lightweight, cloud-native object storage design with enterprise grade capabilities for the edge and data centre.

Scality has also launched a new ARTESCA challenge programme to support its solution, serving up partner incentives for identifying and closing new deals.

Melissa Lyons, Scality’s senior director of channels for Americas, highlighted the increasing demand for multi-cloud and hybrid data flow strategies.

“As we are seeing more and more customers repatriating some cloud-based workloads back on-premises, our partners are in a great position to help them rotate to a hybrid strategy that can optimise their object storage and reduce costs,” she said.

“This, combined with the expanded market opportunity ARTESCA brings to the table and a partner programme structure that makes it easier for partners to work with us, will undoubtedly lead to incremental revenue opportunities for our partners.”

Frederic Saldes, Scality’s head of alliances and channel for EMEA, added that the storage specialist has seen great success so far with its “land-and-expand” approach.

“85% of customers expand their footprint with us and half of them do it within 12-18 months of the initial purchase,” he said. “With our 100% channel strategy, partners are in a great position to capitalise on this expansion revenue and leverage our best-in-class support, training and other enablement to help them do so.”

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