New incentives, promotions and tools empower channel partners to grow business amid industry migration to cloud, virtualization and software-defined networking.
MILPITAS, Calif. – Nov. 2, 2015 – (NASDAQ:VIAV) Viavi Solutions today unveiled its new global channel partner program to deliver increased value to its solution partners, resellers and distributors. The program, called Velocity, builds upon foundational elements of the platform built last year and features a series of enhancements designed to empower existing partners and new recruits to grow their business with Viavi’s instruments, software, services and systems for both enterprises and service providers.
The rapidly changing nature of the networking industry and evolving customer expectations are putting pressure on partners to keep pace in order to better serve their enterprise and telecommunications customers. In turn, partners ask vendors like Viavi to provide better tools, insights and training to simplify and accelerate business while improving customer satisfaction.
With the Velocity program, Viavi aims to grow its footprint of sales derived from channel engagements and, as a new brand following the separation of Lumentum from JDSU in August, Viaviis expanding its presence in the enterprise-facing market. Velocity introduces several new ways to empower and simplify the sales process, improve marketing resources and ultimately grow mutual business between Viavi and its partners. Velocity also incorporates a flexible framework to help our partners adapt to a fast-paced industry with evolving business models:
- Tiered Architecture. With three tiers – Authorized, Premier and Elite – partners who invest more for mutual success are rewarded with higher benefits.
- Financial Rewards and Incentives. To help partners profitably expand their reach and capability, Viavi is introducing tiered pricing, deal registration, and stocking discounts that become more lucrative as partners move up the ranks from Authorized to Elite partner. Tiered pricing discounts vary depending on the partner level and product family.
- Increased Marketing Development Funds (MDF). Partners must spend more time and resources with prospects and customers, demonstrating how to cost effectively upgrade, scale and navigate major technology transformations. To help partners initiate these engagements, Viavi is increasing investment in partner marketing campaigns through Marketing Development Fund (MDF) and discretionary fund programs. Examples of MDF uses include advertising, Web site building, events, demonstration equipment and direct marketing campaigns, among others.
- New Sales Enablement Tools. Viavi is introducing a new web-based partner portal to provide its ecosystem of partners with the latest resources to grow their businesses. The new portal will make it easier for partners to access sales, marketing and pricing information and stay in close communication with their Viavi contacts.