New effort from data management vendor includes doubling referral incentives
Actian, whose data management and analytics products can be deployed on premises or in the cloud, is launching a new partner program designed to bring in new partners, reward the ones already working with the company, and grow top-line revenue. The program includes incentives to partners that develop new business, open new markets, and refer potential customers to Actian.
The Lowdown: Actian officials say the vendor’s Avalanche cloud data warehouse delivers up to 20 times the performance of competing offerings such as Amazon Web Services’ (AWS) Redshift and Snowflake database warehouse services, putting Actian in a highly competitive market that includes some large top-tier companies. Leveraging channel partners to drive business and help customers embrace the edge and cloud is a key part of Actian’s long-term growth plans.
The Details: The new Actian Partner Program is designed for resellers, value-added distributors, and systems integrators. The multi-tiered program is based on performance, with expectations and requirements spelled out. Enticements for partners include doubling the referral incentive from 10% to 20% through the end of the year. In addition, partners will get enhanced sales and marketing programs and support, access to the company’s partner portal, training and certifications, a managed services program, and solutions optimized for particular verticals. In addition, there are a host of rewards, such as tiered discounts, new business and referral benefits, and a deal registration program.
The Impact: Enterprises continue to move their applications and data to the cloud, including complex, mission-critical workloads. Channel partners, including SIs, resellers, and distributors, as well as MSPs, play an increasingly important role in helping organizations adopt the cloud. Vendors like Actian will continue building out their channel programs and incentives to entice partners to bring that business to them.
Background: According to Gartner analysts, 75% of all databases will be deployed on or migrated to a cloud platform by 2022. In addition, the global market for database management systems continues to grow, with year-to-year revenue jumping 18.4% in 2018 to $46 billion. Cloud revenue made up 68% of that 18.4% overall growth, and top public cloud service providers AWS and Microsoft Azure accounted for 75.5% of the total market growth, analysts said.
The Buzz: “With the implementation of the new Actian Partner Program, our channel partners and our customers will gain access to industry-leading, breakthrough technology and expanded support for the delivery of solutions to address the broad spectrum of business challenges that customers face today,” said Actian Chief Revenue Officer Marc Potter. “Our partner program contains all the tools necessary to significantly accelerate growth in 2019 and beyond.”
“Diegesis has been a delivery business partner of Actian for over 20 years and has always been impressed by the strength and breadth of its data management, analytics, and integration technologies,” said David Trott, head of sales at Diegesis. “With the launch of its new partner program and the outstanding level of sales and technical support Actian offers, we felt it was the right time to make an expanded investment in the business.”