Opengear Updates Deal Registration, Offers Other Sales Incentives

CHANNEL PARTNERS CONFERENCE & EXPO — Opengear, a Digi International (booth 871) company, is launching an updated deal registration program, as well as new customer and account mapping promotions.

Opengear provides solutions for network access and IT automation. It partners with VARs, resellers, SIs, distributors and technology providers.

Bryan Keepers is Opengear‘s director of channel sales for the Americas.

Opengear’s Bryan Keepers

“Opengear is making a few changes to our deal registration process to help our partners get approvals faster, as well as reward them for bringing us new business,” he said. “As our channel program grows, we will continue to improve things to better support our partners.”

Opengear will soon provide more details on the updated deal registration program, Keepers said. Opengear is always looking for ways to improve processes to help its partners, he added.

“We are adopting some best practices from other manufacturers,” Keepers said.

Moreover, Opengear received “great feedback” from some of its top resellers to help overall, he said.

Fostering Big Partner Deals

In addition, partners will benefit from the new customer and account mapping promotions, Keepers said. This year, Opengear’s largest partner deal was brought to it through account mapping.

“This program is designed to reward the seller for uncovering new business for us both,” he said. “This is not a new idea by any means, but our biggest impediment to success is awareness. Opengear products are being used by 70% of the Fortune 500 already. Our product fits well in almost every account. This gives the reseller a good reason to make the introductions, and together we do the rest.”

Opengear is attending this week’s Channel Partners Conference & Expo. Additionally, Opengear recently promoted two partners. In total, Opengear now has 10 Elite partners, all of whom are doing over $1 million.

“Computacenter and Trace3 are the partners being promoted,” Keepers said. “Both partners have been willing to increase their ‘skin in the game’ so to speak by utilizing the programs and people we offer to help increase our business together.”

Opengear specializes in “out-of-band” technology, which provides an alternative path to devices at remote sites when the primary network is down. This allows administrators to securely monitor, access and manage all devices without impacting normal operations.