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NaviSite formalises channel programme

Simon Quicke

Cloud specialist NaviSite has formalised its channel activities introducing tiers, rebate programmes and increased support and training as it looks to increase the volume of business that comes through partners.

The firm, owned by Time Warner Cable, has been operating with partners for years but has taken steps to formalise the partner programme and put an end to its previous ad hoc approach.

The changes chime in with the Time Warner Cable Business Class programme and is aimed at providing resellers with a chance to work in a more structured way with the vendor.

Mark Hart, channel and alliance director at NaviSite, said that resellers were one of the firms key growth areas and it would be offering more support and a "lucrative commission model".

Hart added that it was open to channel feedback and was hoping its latest programme changes would attract new partners to the fold: "This is the first step not a full stop as the market changes and as we grow as we work with existing partners we will tweak the programme," he added.

Adam Kemp, the CEO of one of the vendor's top partners Richardson Eyres said more formal relationships made it easier to work strategically with the vendor around marketing plans and training had simplified how it brought its own staff up to speed on NaviSite technology.


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