Value-Added Reseller Program
VARs
Value-Added Reseller Program
Corning MobileAccess has created a best-in-class Value-Added Reseller Program. The foundation of the program is the dedicated support from the Corning MobileAccess team, including Channel Managers, Solutions Engineers and Project Managers. We pride ourselves on a team support approach for our VARs. Leveraging the expertise of each team member, we strive for one simple goal…enabling the success of our VARs.
In addition to the support above, we have dedicated operator, enterprise and vertical sales managers in the field identifying new opportunities for our VARs. This approach is designed to create and enable multiple sales opportunities through our mutual demand-generation efforts. Our VARs are the foundation of our success, and we view the program as a strategic initiative which allows us to consistently find new ways to drive our mutual success.
VAR status is determined through three key variables: strategic positioning, volume, and quality.
Corning MobileAccess looks for VARs who bring their own competitive advantage, whether it be in a select vertical, geography or with a specific customer. Ours is a quality over quantity approach.
Sales volume is one metric we use as part of our VAR Program. We expect our Premier VARs to generate and maintain substantial volumes annually in sales of Corning MobileAccess equipment. Key VARs unable to meet those volumes are always eligible to move into Premier Status. We ask those VARs to maintain a funnel of opportunity with us and we expect to cooperate throughout the year to grow our relationship.
Quality is the key to our success as a manufacturer, and we expect the same of our VARs in their service offerings. Our training program is second to none, and our Certification process is a rigorous combination of classroom training and demonstration of skills in the field.
Our Premier VARs enjoy dedicated channel managers while our Select VARs enjoy support from our distributors. We don’t dictate where our VARs procure equipment and we encourage strategic relationships between our distributors and all of our VARs, regardless of status. This total channel view enables us to support our mutual customers at the highest level.
VAR Partners