What it Takes to be a 5-Star Partner


Apr 11, 2017 AT 12:12 PM

PPG_Winner2017

By Devi Madhavan, Vice President, Channel Sales & Enablement

On April 10, it was announced that CRN®, a brand of The Channel Company, awarded DataCore Software with a 5-Star rating in its 2017 Partner Program Guide. The annual CRN Partner Program Guide recognizes an elite subset of companies that offer solution providers the best partnering elements in their channel programs.

DataCore has been consistently awarded a 5-Star rating, so we wanted to take the opportunity to discuss what it takes to be a “5-Star partner.” First, let's share a perspective on why DataCore is 5-Star directly from one of our partners: “DataCore deserves the CRN 5-star rating not only because of their partner enablement proficiencies, but because their products drive additional value for DataCore partners – especially when combined with an alliance partner like Lenovo so as to deliver a true, ‘all in’ solution,” stated Mark Wylie, CEO at Flagship Solutions Group. “Even though hyper-converged computing is a current trend, DataCore’s solution has provided capabilities and benefits inherent to hyper-converged for years. Now with a revamped Partner Program, I see DataCore able to capitalize on a real inflection point in the industry.”

From DataCore’s perspective, we believe in providing unparalleled opportunity for our partners. Our software-only approach enables DataCore partners to go into deals with a highly competitive solution, a lower cost and a differentiated approach to solving customer challenges. The added benefit of this is that the margins we offer are significantly higher than many -- by 5-10 points -- creating very attractive channel economics.

Beyond financial incentives, DataCore offers generous training incentives to partners as well. For example, in 2016, training programs for new partners were complimentary for the first year, including sales professional training, solutions architect training, and our one week DCIE certification that teaches partners to install DataCore products and become a professional services partner. All of this training is a significant investment for DataCore, which we proudly share with our partner community because we understand that learning about how to solve a customer’s business problems using software can be a powerful differentiator for their business.

Furthermore, the professional services business is very lucrative, and we are better equipping our partners in that field. This business often involves a highly consultative sale, with a 3-5+ year roadmap involved. Once trained in DCIE certification, our partners are basically making 100% margins in this part of their business.

DataCore has also made it extremely easy to be a partner through activities such as providing leads through the DataCore Partner Portal, removing fees for new partners and for many existing renewals, and providing funding for joint partner events. DataCore has always been a 100% channel-centric distribution model, so we don’t compete with our own partners like many competitive solutions do.

The DataCore partner program has experienced tremendous growth as a result of all of these efforts and we are thrilled to see its continued success. For example, our partnership with Lenovo has now allowed us to expand channel reach through its business partner ecosystem, offering the new Lenovo DX8200D appliance Powered by DataCore. We look forward to shining as a 5-Star partner with all of our existing partners while welcoming new partners along for the ride.

For more information, please visit:

Q1 2017 DataCore Channel Promotions & Programs Overview

DataCore 5 in 5 Newsletter, Spring 2017