March increases reseller partners

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Wednesday, January 1, 2003

OTTAWA -To broaden its reach in the security market, network digital video recording and monitoring company March Networks has increased the number of participants in its re-seller program by seven times in the past 12 months.

In about a year, the company has grown its reseller program to more than 70 dealers and integrators from 10.

“We’ve aggressively been going after new resellers,” said Harvey Barnes, vice president of sales for March Networks.

Unlike some programs where the ability to become a program participant or in this case, a reseller, is open to many, March Networks is only available to a select few. Participants also become a Certified Solutions Provider, ensuring their knowledge on the company’s products. CSPs are also recognized for their level of expertise, earning either a gold or platinum distinction based on their level of expertise and use of the March Networks’ products.

“Our channel is different,” said Barnes. “We intentionally decided not to use the standard mainstream distribution in the security industry.”

As a result of adding new resellers, Barnes said March Networks has experienced quite a bit of growth. Though he declined to release numbers, he said immediate plans call for the addition of four or five new sales people to provide resellers with support.

“We are growing our business and the results of having increased the channel obviously that helps grow the business,” said Barnes.

Part of the company’s recent growth can also be linked to its digital video recorder, the 4410 DVR, released last year. The product has drawn heavy demand among resellers, said Harvey, so much so that after the company introduced the product to the market it had to double production to meet demand.