SMC extends Ethernet to the channel

SMC Networks is not your father’s old NIC company anymore. The company primarily known in the consumer space has grown by 300 per cent since 2002 with a new strategy, new products and a new reseller plan.

The strategy is based on what SMC calls Extended Ethernet (EE). The EE solution provides

broadband access to multi-unit buildings such as hotels and apartment buildings. It is also suitable for hospitals, universities and manufacturing plants. The technology involved incorporates VDSL, which extends high-speed broadband access through existing telephone wiring. This technology, according to SMC, is able to deliver up to 15Mbps broadband up to 5,000 feet.

The VAR opportunity in this market sector is valued at more than $1billion in the next couple of years in North America, said Angelo Kociper, Distribution and Retail Manager for SMC Canada. “Just think of it this way every hotel in Canada by every room by $200.” he said. “Hotels can see a return on investment in six months,” he added.

Kociper admitted that a “”little bit of luck”” was involved with SMC’s 300 per cent growth in this area, but he said, it was back by aggressive marketing and slotting the right partners into the right accounts.

With that, SMC retooled its channel partner program so that it would be more appealing to system builders along with VARs, Kociper said, during an interview at CompTIA Canada’s System Builder Breakaway event in Banff, Alta.

Called Elite, the new plan is a multi-tiered program that qualifies resellers for government and education discounts, priority support, marketing development funds, and sales leads.

The three tiers are named Silver Certified Reseller, Gold Certified Reseller and Platinum Certified Reseller. The tiers will be based on sales levels.

At the Silver stage, sales levels of $30,000 each quarter are needed to qualify for these benefits: toll-free access to a designated SMC sales representative, 30-day evaluation units, pre- and post-sales support, around the clock technical support, advanced replacement RMA, monthly e-blast mailers that notify partners of new products and special discounts, beta testing opportunities, online education, and a technical certification program.

Gold level partners need to exceed the $30,000 base minimum each quarter to receive all of the Silver level benefits as well as education, state and local government sales opportunities, end-user leads, priority weekday status on technical support, an enhanced presence on SMC’s Web site, on-site sales and technical training and two per cent accrual for marketing development funds.

Finally, at the Platinum stage, resellers must sell $50,000 on a quarterly basis to receive all Gold and Silver benefits plus 24/7 priority status on technical support, a three per cent rebate on registered projects of $10,000 or more, and an increase to three per cent accrual for marketing development funds.

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