Meru rewards top partners

News Nov 28, 2012

New Gold and Platinum tiers gain free training and demo kit

Wireless vendor Meru Networks (NASDAQ:MERU) has executed a new channel strategy that aims to reward its committed partners, as well as extend its reach into new sectors.

The firm has ditched its somewhat confusing “pinnacle” scheme and opted for precious metals with the appointment of two Platinum and “around a dozen” Gold partners, according to David Kelly, vice president of international sales for Meru (pictured).

The firm is providing free advanced training courses for its top tiers – previously a £2200 cost – and up to two demo units. Although discussed a few months back, the firm has also launched its deal registration programme with pricing support.

Although Meru has around 150 partners in the UK, Kelly believes that the initial growth strategy will focus on progressing “authorised” partners up the ranks while recruiting more partners, specifically around healthcare and hospitality.

Meanwhile, commenting on Cisco’s recent acquisition of rival wireless start-up Meraki, Kelly says the deal is “fantastic” for Meru as it highlights the importance of the sector. Kelly, a former Cisco senior exec, did point out that Meraki was more of “an SMB play” and felt that it would not materially impact on Meru’s strong growth, especially in the education sector where he believes his firm is strong.

Kelly still “does not know” how many partners Meru expects to welcome into the new top tiers but believes steady demand will prompt more growth of its business and corresponding partner footprint.

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