Xirrus re-launches channel programme

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Wireless vendor Xirrus has launched a new channel programme in a bid to bolster its partner numbers by the end of the year.

The firm says it is currently “grandfathering in” its existing partners to the new programme, while also looking to recruit a batch of new wireless specialists.

In particular it is looking to sign up Aruba Networks resellers, stepping in to offer an alternative wireless vendor after the news of Aruba’s acquisition by HP earlier this year. Ian Bayly, vice president, EMEA sales for Xirrus, confirms a number of Aruba partners have already joined the new programme, and are currently being onboarded in Germany, France and the UK.

“We are the largest of the pre-IPO wireless platforms, we’re super-focused on products and the channel, and that’s a good proposition for channel partners,” he tells Channel Pro.

As part of its recruitment drive, Xirrus recently announced it had signed up Purdicom as an additional UK distributor, running alongside e92plus and Westcon across EMEA.

Although Xirrus won’t disclose partner numbers, Bayly says the firm is looking to recruit have 200 UK resellers by the end of 2015, which is says is “a significant increase.”

The vendor says the new three-tiered Xcellerate Partner Programme simplifies engagement for partners, compared to its previous programme. It also offers a host of new features such as automated deal registration, offering 15 percent protected margins.

It is also providing a lead generation engine with an inside sales team dedicated to finding new opportunities, as well as incorporating new marketing initiatives for partners.

It has also revealed Xirrus Edge, a series of sales features including a TCO tool that allows partners to plug in the costs associated with their proposal and compare it with other vendors’ networks, showing TCO over the next year or two.

In addition there is now channel-customisable content including co-branded vertical marketing campaigns, datasheets and online resources to allow partners to more easily market and sell Xirrus’ products.

“Our channel is increasing but so is our product range,” says Bayly, pointing to its latest Xtreme Density (XD) range of Wi-Fi Access Points (APs) that it claims deliver the fastest Wi-Fi in the industry.

“Because our products are fairly unique in the high density, high capacity space, some [partners] need a high density or cloud enabled product, so Xirrus is a good option for them,” adds Bayly.

Christine Horton

Christine has been a tech journalist for over 20 years, 10 of which she spent exclusively covering the IT Channel. From 2006-2009 she worked as the editor of Channel Business, before moving on to ChannelPro where she was editor and, latterly, senior editor.

Since 2016, she has been a freelance writer, editor, and copywriter and continues to cover the channel in addition to broader IT themes. Additionally, she provides media training explaining what the channel is and why it’s important to businesses.