Wireless vendor Aerohive has lifted the lid on its new partner programme that’s scheduled to launch on February 1.
First announced April in 2015, the vendor initially said the new Advantage Partner Programme would be rolled out globally over a six month period. However, ten months later the firm believes everything in place for its official launch.
Aerohive used the time to tweak the programme and make sure “partners are all 100 percent clear and committed to their partner level,” according to the firm’s senior international channel marketing manager, Jennifer Capewell.
“The partners are all transferred to the new programme; they’re up and operational, they all know their status and what they are committed to,” she explains.
Key benefits of the new programme include improvements to rebates for both VARs and distributors, which Capewell describes as “far better than anything available from the competition.”
In addition Aerohive has simplified deal registration, improved its online quote tool and it offering a destocking programme for partners.
Elsewhere the vendor will work more closely with its Elite partners, a handful of firms that bring in the lion’s share of Aerohive’s sales, including offering a direct support from Capewell and her team. These include XMA, Lan2Lan, LAN3, Trust Systems and AIT.
Aerohive also claims to have recently bolstered its channel with the addition of a number of Aruba partners who were looking for an alternative vendor following Aruba’s acquisition by HP in 2015.
“We’re seeing a shift already from HP’s acquisition of Aruba. Partners are choosing Aerohive over Aruba, plus there are larger partners now selling both,” says Capewell, who says many partners are nervous about how HPE will restructure the Aruba channel, as well as “margins being squeezed [and] massive competition now between partners.”
“We’re starting to see some jump ship,” she says, although Aerohive is unwilling to publicly name any firms.
