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Atlanta targets cloud channel

by Stuart Wilson, Thursday 23 July 2009

UK-based Atlanta Technology has whipped the covers off a new channel programme. Atlanta, which operates as an IT virtualisation and corporate cloud computing specialist, has launched a three-pronged channel programme aimed at helping resellers maximise their potential revenues in the cloud computing and disaster recovery space.

Daniel Smith, channel sales manager at Atlanta Technology, said: “We have designed a thorough channel programme that enables resellers to deliver customers their own ‘corporate cloud’ from which virtual servers can be hosted. This enables small to medium businesses to benefit from highly resilient, advanced IT yet without the capital outlay you would initially expect when investing in such technology.”

“The channel programme we have developed aims to provide resellers with several options in terms of how they manage the relationship with their customer and also how much margin they wish to make on each new deal. It’s an extremely compelling package that I am sure the reseller community will welcome,” he added.

The channel programme is available in three different modules, depending on how the reseller wishes to manage the relationship with its customers.

Atlanta is offering a wholesale – or sell to – channel model designed for resellers that wish to ‘white label’ the Atlanta corporate cloud infrastructure services, enabling them to create larger margins as a result of bulk purchase discounts on cloud capacities. The reseller would manage the direct liaison with the customer, including the service level agreements.

Alternatively, resellers can use a referral - or sell with - programme to generate an annual referral fee based on the gross margin created from any referral passed to Atlanta. The referee would own the relationship with the customer, with Atlanta managing the ongoing technical relationship with the client,

The final reseller – or sell through channel - is based on a traditional programme, which enables the partner to directly own the terms and conditions with the customer yet rely on Atlanta to provide sales, technical and marketing support and resources.

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April, 2020

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