Software company Neverfail has launched a new EMEA partner programme, with the intention of providing resellers across the channel with advanced levels of support, including training resources and technical advice.

The revamped programme aims to enable Neverfail's partners to deliver its range of continuous availability solutions more effectively, helping address the growing need for business continuity at organisations of all sizes.

As well as the Neverfail Technical Network (NTN), which is intended to improve communications between partners and members of Neverfail's technical staff, Neverfail will also provide partners with access to pre-sales tools and training. As well as this, there will be online lead registration; marketing and sales collateral; webinars and seminar events.

Neverfail has 3,000 customers worldwide, with about 30% within EMEA. "The goal here is to get the same size as North America on 50%," explains Doug Rich, VP Sales, EMEA, Neverfail, who recognises the need for change. "We needed a stronger channel programme. In Europe it is 50/50 whereas in the Middle East it is 100% channel. Though mainland Europe it is the same [as the Middle East]."

Rich wants to widen the representation of Neverfail in Europe, but keeping it to one carefully chosen reseller per smaller European country. He acknowledges that it won't be setting up any new offices next year, instead concentrating on the connection with partners. "We are missing a much stronger channel model. We are not looking for offices in all countries, just the larger ones. Looking for partners sole representative of a company. Some vendors have lots of partners and expect everything to go smoothly." We want it to be easier to talk to our customers in a smaller European country regarding the product, he says.

"We couldn't service every country in Europe so it's not like we'll be going for a major approach," says Rich. "We want under 10 partners across Europe to help them build up their business. We are looking for a small handful, to invest in them heavily and sign an exclusive deal with them in a specialist area."

Rich is aware of the benefits that an exclusive deal with a partner can bring, including on the virtualisation side. "If you're our guy in a smaller European country, we'd love to talk to you about giving you an exlcusive deal and if we can come to an agreement, you've got a product that only you are offering. If someone is interested in Neverfail, they're typically interested in things like virtualisation. Neverfail has an OEM with Vmware so we work closely with them. A Neverfail sale can help with their products, such as virtualisation. Our sale isn't a luxury good. The value we give to our products is of a mission critical type of software."

www.neverfailgroup.com