AUSTIN, Texas — Eagle Eye Networks, a provider of an on-demand security and operations video management system (VMS), has designed a Channel Partner Program to help reseller partners maximize sales and improve customer service, the company announced today.
The announcement comes a month after the firm launched its flagship product Eagle Eye Security Camera VMS, which offers access to live and recorded video, provides comprehensive mobile applications, and consolidates multiple sites into a single view via a Web-enabled browser.
Among its amenities, the program will offer partner branding at no charge, Eagle Eye Networks President and CEO Dean Drako tells SSI.
“We will allow the partners to brand the portal where customers log in, so our partner is promoting his brand. He can integrate it into his Web site quite easily and provide more comprehensive service,” Drako says.
The program will generate leads and distribute pre-qualified leads to its resellers. Eagle Eye will also provide technical support whenever the dealer needs assistance.
With his background in the IT market, Drako saw many vendors claiming to offer leads to its channel partners, but ultimately won bids for jobs themselves. Drako decided to make it his aim to develop a channel partner model that would assist the reseller to build their businesses.
“Partner success is really important, so we don’t bid against our resellers,” he explains. “Instead, we support our dealers, so that they can learn from us. It’s about cultivating a strategy rather than trying to steal the deal from our resellers.”
Drako also addressed how Eagle Eye will select a reseller if two qualified partners are based in the same area where an end user requires an installation job. For example, if a school district has put in a request, the reseller that has more expertise in the education market will likely earn the lead. Additionally, the channel partners that conduct more business with Eagle Eye and bring in more new customers will also receive more leads.
“In an ideal world, over time we will provide 50% of the leads and we would like them to generate 50% themselves,” Drako says.
With the reseller dashboard, partners can manage, monitor, troubleshoot, control and adjust all customer accounts from one central location. Another feature, the reseller evaluation/demo program provides specially discounted equipment for demonstrations and testing.
To help dealers build a recurring revenue stream, the program helps partners build a subscription service, in which resellers can bill directly or utilize Eagle Eye’s billing capabilities.
“Dealers are tired of scraping by and going from deal to deal every month,” Drako says. “They would like to get a little more consistency in their business, so they are trying to move their businesses to subscription-type models, where the customer pays a certain amount per month for a certain level of support and service. We help them to achieve that.”
Early participants are quite pleased with the program, Drako says, as some have credited the Eagle Eye Security Camera VMS’ ease of installation and pricing with helping their firms to sell more and win new clients.
One of those partners includes David Manento, president of Saylorsburg, Pa.-based Royal Security Services. Prior to offering the Eagle Eye solution, he had an issue involving proprietary cameras for one of his customers. The cameras, which Manento suggested to his client, turned out to be a bad fit for the client, thus prompting the integrator to shell out $35,000 from his own funds to replace the surveillance system.
“Because we have standard cameras from lots of manufacturers that would never happen to our partners,” Drako says.
Manento agrees, noting that since becoming an Eagle Eye channel partner, his firm has deployed the VMS solution for five end users, including a homeowners association, a church and preschool, a lakeside clubhouse and a police station.
“We continue to be impressed with Eagle Eye’s great picture quality, reliability, its broad choice of cameras, and how easy it is to add new sites,” Manento says. “Since our company actively supports our customers on an ongoing basis, we also appreciate participating in Eagle Eye Networks recurring revenue model.”
As the program evolves, Eagle Eye Networks plans to introduce a tier-model, as well as training courses focused on how dealers create a recurring revenue business model.
For more information, visit eagleeyenetworks.com.
· Video Surveillance