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Panasas Celebrates 2016 Channel Momentum, Readies for Accelerated Growth in 2017
In 2016, Panasas’ Reseller Base Grew 100 Percent; Expanded Distribution Relationship with Ingram Micro Broadened Reach and Strengthened Partner Program
SUNNYVALE, Calif. – December 20, 2016 – Panasas®, the leader in performance scale-out network-attached storage (NAS), today announced its Panasas Accelerate Partner Program has grown significantly 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 percent in 2014 to 79 percent 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 percent 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. D-MARK 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. The next U.S. event is scheduled to take place at the Broad Institute in Boston 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, vice president at 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 chief executive officer of 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 at 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, a Fortune 100 company with global revenues of $43 billion. The engagement enables Ingram Micro to distribute Panasas ActiveStor® solutions through its massive 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 the Panasas Accelerate Partner Program
Panasas’ partner mission is to build a world-class community of profitable and successful channel partners who will leverage the strength of the Panasas’ joint value proposition to increase the company’s market share in its chosen verticals. The 2016 Panasas Accelerate partner program balances aggressive front-end discounts and deal registration fidelity with an attractive ‘marketing seed’ demo system initiative to help drive partner-led proof of concepts (POCs). 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 even 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 straightforward incentives to secure a profitable, predictable, realistic and mutually beneficial partnership with Panasas. For more information on Panasas’ partner program, please visit: http://www.panasas.com/partners
Panasas is the performance scale-out NAS leader for unstructured data, driving industry and research innovation by accelerating workflows and simplifying data management. Panasas ActiveStor appliances leverage the patented PanFS storage operating system and DirectFlow protocol to deliver performance and reliability at scale from an appliance that is as easy to manage as it is fast to deploy. Panasas storage is optimized for the most demanding workloads in life sciences, manufacturing, media and entertainment, energy, government as well as education environments, and has been deployed in more than 50 countries worldwide. For more information, visit www.panasas.com.
©2016 Panasas, Inc. Panasas, the Panasas logo, ActiveStor, PanFS and DirectFlow are registered trademarks or trademarks of Panasas, Inc. Other trademarks are the property of their respective holders.