With the Velocity program, Viavi aims to grow its footprint of sales derived from channel engagements and, as a new brand following the separation of Lumentum from JDSU in August, Viavi expanding its presence in the enterprise-facing market. Velocity introduces several new ways to empower and simplify the sales process incorporating a flexible framework to help our partners adapt with evolving business models:
•Tiered Architecture. With three tiers – Authorized, Premier and Elite – partners who invest more for mutual success are rewarded with higher benefits.
•Financial Rewards and Incentives. To help partners profitably expand their reach and capability, Viavi is introducing tiered pricing, deal registration, and stocking discounts that become more lucrative as partners move up the ranks from Authorized to Elite partner. Tiered pricing discounts vary depending on the partner level and product family.
•Increased Marketing Development Funds (MDF). Partners must spend more time and resources with prospects and customers, demonstrating how to cost effectively upgrade, scale and navigate major technology transformations. To help partners initiate these engagements, Viavi is increasing investment in partner marketing campaigns through Marketing Development Fund (MDF) and discretionary fund programs. Examples of MDF uses include advertising, Web site building, events, demonstration equipment and direct marketing campaigns, among others.
•New Sales Enablement Tools. Viavi is introducing a new web-based partner portal to provide its ecosystem of partners with the latest resources to grow their businesses. The new portal will make it easier for partners to access sales, marketing and pricing information and stay in close communication with their Viavi contacts.
“In this new software and cloud-laced reality where network agility is increasingly critical, simply keeping up with customer demands can be challenging. At Viavi, we’re providing our partner ecosystem with the tools they need to actually grow their business – not just maintain the status quo,” said Sergio Bea, Vice President, Worldwide Channels at Viavi. “It’s more vital than ever to equip our respected partners with ample resources to help manage the unpredictable technology changes impacting our customers. It’s time to motivate existing partners to sell, attract new types of partners, and demonstrate that we have the industry’s most complete set of solutions.”
“In the ever-competitive and evolving service provider and enterprise networking landscape, ‘a better mousetrap’ alone sometimes is not enough to win new business,” said Aaron Joyce, Group Business Development Director, Butler Transtest Limited, an Elite Viavi partner. “Best-in-class support coupled with innovative solutions are vital for us, especially in the enterprise space where strong channel programs are the difference between winning and losing. We’re excited Viavi has ramped up of several aspects of its channel partner program to empower us to grow our footprint, reach new customers and bring success to our businesses and that of our customers.”
“Viavi’s new first-class channel program comes packed with a slew of new incentives that will invigorate our sales force and help grow both our business and Viavi’s,” said Doug Dollenberg Vice President of Product Management, TESSCO Technologies, an Elite Viavi Partner. “More marketing funds, deal registration and training are important to ensure our crew in the field can meet the evolving needs of our customers.”