Coyote Point Gets Formal

Coyote Point this week plans to launch a new channel program that provides additional 5 percent to 10 percent discounts, training, sales and marketing tools, and access to market development funds for partners selling its portfolio of Equalizer load-balancing devices.

Coyote Point has been in business since 1999 and has deployed 4,000 units worldwide. The company touts its product as a low-cost alternative to F5 Networks and Radware products. Despite the fact that 60 percent of Coyote Point's sales come through the channel, the company has had no formal channel program until now, said Thomas Wolf, director of worldwide sales at Coyote Point, San Jose, Calif.

"We've never had a way to circle those folks up and focus on the subset who want a more formal relationship and more vigorous support from the manufacturer," Wolf said.

Coyote Point also inked a deal with Ingram Micro to distribute its products and plans to tap the Santa Ana, Calif., distributor to help recruit and train partners.

The new distribution agreement could make it easier for solution providers to carry Coyote Point's products, said Linda Klingensmith, business partner development executive at GTSI, a government-focused solution provider in Chantilly, Va.

"You get better return rights and you don't have to take stock," she said.

GTSI began working with Coyote Point about two months ago and is pitching the company's wares to the U.S. Department of Homeland Security, she said.

To participate in the program, solution providers have to commit to sales, deployment and support training and take part in joint marketing efforts. They must also have at least one successful Coyote Point deployment under their belt before they can join the program, said Jeffrey Knight, manager of business development at Coyote Point.