Panasas Reseller Base Grew 100% in 2016

Panasas, Inc. announced its Partner Program has grown since it was first introduced in February 2015.

This year, the Accelerate program:

Doubled year-over-year to now feature more than 130 partners
Grew channel mix from 60% in 2014 to 79% in 2016
Saw the biggest gains in the federal, manufacturing, and media and entertainment vertical market segments
Saw top partner TVAR grow its federal bookings by 300% since 2014

One of the most inspired resellers of the year was D-MARK Biosciences, a Canadian-based genomics focused biotechnology company that joined the Accelerate program in December 2015. It conducted four genomics community seminars this year that attracted more than 1,000 genomics storage users to events in Saskatoon, Edmonton, Vancouver and Toronto. Based on this year’s success, D-MARK is expanding its community seminars across Canada and has already started Genomic Exchange Community (geXc) events in the United States. The first U.S.-based event was held in December 2016 at the Scripps Research Institute in San Diego, CA. The next U.S. event is scheduled to take place at the Broad Institute in Boston, MA in 2017.

“Panasas paved the way for us to broaden our Genomic Exchange Community initiatives in Canada. The company’s high-performance storage solution perfectly addresses the challenges bioinformatics faces due to the deluge of big data in life-sciences research,” said Jeffrey Seitz, VP, D-MARK Biosciences. “We look forward to continuing our successful partnership with Panasas in the new year and expanding our geXc initiative in the U.S. and Canada.”

“Panasas is an extremely loyal IT manufacturer with a clear understanding of channel margin requirements and good field representation into the end users,” said Dave Saunders, president and CEO, TVAR Solutions. “What’s more, they have clearly defined product differentiators, quid-pro-quo opportunity identification and sales cultivation. Also, they haven’t opened the floodgates to resellers, keeping only a few in each market.”

“I think one of the things that resellers like about us is that we never take a reseller deal directly. As a channel-first company, we always drive as much business through channel as our customers allow,” said Philip Crocker, senior director of channel marketing and sales enablement, Panasas. “In addition, we have a high-quality yet low-certification entry cost to the program. We also allow 24 x 7 x 365 access to field sales engineers, are highly responsive to partners and have zero sales friction. Specifically, the Accelerate program is compensation-neutral for our sales representatives and distributors.”

Expanded Ingram Micro Deal Strengthens Product Distribution
In April, the company announced it had broadened its distributor relationship with Ingram Micro, Inc., a Fortune 100 company with global revenues of $43 billion. The engagement enables Ingram Micro to distribute ActiveStor solutions through its network of channel partners across the U.S., ultimately expanding Panasas’ reach and bringing greater visibility and responsiveness to its Accelerate Partner Program.

“Secure storage and data management go hand-in-hand and remain a growing opportunity for channel partners serving the IT needs of small to large enterprises,” said Holly Garcia, executive director, advanced solutions, Ingram Micro. “With the Panasas ActiveStor product line, channel partners are able to serve the rapidly emerging performance storage needs of commercial workflows such as precision medicine, computer-aided engineering, media rendering and other previously storage-constrained use cases. Our engagement has resulted in a record-setting year for Panasas, and we look forward to building on that success in 2017.”

About Panasas Accelerate Partner Program
Panasas’ partner mission is to build a community of profitable and successful channel partners who will leverage the strength of the its joint value proposition to increase the company’s market share in its chosen verticals. The 2016 Panasas Accelerate partner program balances front-end discounts and deal registration fidelity with an attractive ‘marketing seed’ demo system initiative to help drive partner-led proof of concepts. Allied with the company’s joint demand-generation activities, the Accelerate program was established to help drive mutual net new accounts, annuity income, highly attractive back-end rebates and a path to richer rewards in 2017. The program provides all resellers conducting Panasas business in Canada, the United States, EMEA, Central America and South America with the strategic tools, resources and incentives to secure a profitable, predictable, realistic and mutually beneficial partnership.

Read also:
Panasas Broadens Distributor Relationship With Ingram Micro
Across USA
2016.05.05 | Press Release