Channel Marketer Report


Panzura Boosts Channel Support With Unlimited MDF Program, New Partner Portal

Panzura, a provider of an enterprise global cloud file solution, announced major investments to drive the success of its partners around the world, including system integrators, value-added resellers, technology alliance partners, OEMs and managed service providers (MSPs).

Now offering a 35% discount on all partner-generated sales, the company is aiming to boost channel-won revenue by offering unlimited marketing development funds (MDF). In addition, the company has rolled out a partner portal, powered by Allbound’s partner relationship and channel management solution.

The new MDF program has been introduced with no practical limit as a means to help partners drive revenue together with Panzura. Registered partner program participants can apply to the fund by filling out a form on the partner portal.

The new plan is successfully compelling partners to think more creatively about ways to use MDF, said Zach LaVoie, Global Director of Channel Sales at Panzura. “We really think it allows partners to be inventive and try new things. We obviously track the results and steer them to things that we think will be better producing in terms of an ROI. But we find that having a less rigid structured program and asking them for proposals is the best method.”

The transition to the proposal-based MDF program is contributing to greater use of the overall budget, said LaVoie. Panzura can now make more funds available to proactive partners, freed from having to dedicate accrued MDF to partners that may not use it.

“The partners that want to do more marketing are excited about the new program,” said LaVoie. “We want to support and be there for the partners that are investing in Panzura and that go to market with us. If they’re doing the correct things, we want to reward those things.”

New Portal Enhances Partner Experience

The new portal provides a seamless experience for managing the full range of co-op, MDF, SPIFFs, rebates and rewards, and gives sales representatives and program administrators an easy “one-stop shop” to manage, grow, train and execute their Panzura business. This includes deal registration, as well as access to resources for sales enablement, and marketing assistance including the ability to co-brand assets.

Zach LaVoie, Global Director of Channel Sales, Panzura

Partners can also use the portal to take advantage of an upgrade to the Panzura Certification Program. Previously focused on AEC sales, the programs will include new content, exams and certifications for additional customer segments.

In addition, Panzura has assembled a team of dedicated alliance experts to assist resellers with deals that revolve around implementations for cloud alliance partners such as Google, IBM, AWS, Azure, Cloudian and Wasabi.

“The success of our partners is our success—nothing could be more important than ensuring they have the best tools and support available to do their jobs,” said LaVoie. Since its acquisition in May by Profile Capital Management, a private wealth fund that invests in exceptional technology, the company has reshaped its culture with a renewed commitment to help customers and partners achieve outstanding business outcomes.

“We have taken a good hard look at the sticking points for our reseller partners, and across the board removed the barriers to closing deals and getting things done. That includes making it easier for customers to get data into the cloud, and take advantage of Panzura services,” LaVoie added.

“We’re building out the entire organization around a channel-first strategy.” About three years ago, less than 50% of deals were channel-first or led by the channel. Said LaVoie. “We’ve hit three consecutive quarters in a row in which over 90% of our deals are with a channel partner.”