Channel, Resellers, VARs, Consultants, ISVs. It doesn't matter what you call them, they form the core of men and women dedicated to solving problems, helping business, and being on the front lines of today's biggest technology challenges. GWAVA believes that it has one of the most extensive partner programs, enlisting the help and talents of many of the most well-known companies in GroupWise.

Viable Solutions, Inc.

Viable Solutions has been a part of GWAVA's Channel Partner Program for three years and has not only been an integral part in the success of GWAVA in the southeastern United States, but has also experienced a great deal of success from partnering with GWAVA and selling its products. At GWAVACon in January 2006, Viable Solutions was awarded the "GWAVA Partner of the Year" for North America.

They were picked for this prestigious award based on a number of criteria including success in sales, enhanced customer service and support, and unsurpassed rapport with clients. This, along with an elaborate ethical code that has facilitated customer growth and satisfaction and their extensive knowledge of GWAVA and GroupWise, has allowed them to become one of GWAVA's most successful partners.

Company Profile

Viable Solutions has been a reseller of Novell GroupWise and GroupWise solutions for 20 years. Their expertise in GroupWise and IT solutions has had affects worldwide. There President and Founder, Eliot Lanes, is a recognized Novell CNE and received the Novell CNE of the Year award in 2003. He established Viable Solutions to provide an effective and ethical distribution platform for GroupWise products, services, and concepts. Viable Solution's success has been demonstrated through the receipt of rewards such as Novell Top 100 Platinum Reseller, Novell's first ever Service Excellence Award and Certificate, and Portlock's Bronze Reseller of the Year award. Viable Solutions has also been a featured source for Nations Business Magazine, Information Week, and have contributed many articles including the inaugural issue's cover story for GroupWise Advisor Magazine.

GWAVA and Viable Solutions: Shared Success

Eliot Lanes attributes Viable Solution's success with GWAVA to three distinct characteristics that both companies share. First, both Viable Solutions and GWAVA share the desire to provide GroupWise users with products that solve their specific needs.

Customers frequently contact Viable Solutions relying on Eliot Lanes and his employees to provide them with solutions that solve their problems. Eliot has found that using GWAVA products to solve his customer's needs provides not only an answer to their pain but also provides additional advantages. Those advantages include increased confidence between Viable and its customers, increased efficiency of work, and less required product support. Because of this, Eliot has often found himself "forcing" the migration of customers to GWAVA products.

"GWAVA creates products aimed at meeting the market needs," says Eliot Lanes. "Other companies create good products, but they do not fulfill real needs. We have come to trust GWAVA because their products are so efficient and they frequently make improvements based on the needs that are presented by GroupWise users. Their products fulfill our customer's real needs and we trust GWAVA products to meet the satisfaction of our clients."

Richard Bliss, VP of Marketing for GWAVA says, "Since its beginning in September of 2001, GWAVA has had a single focus; to provide the very best solutions to the Novell GroupWise community and to meet the unique needs of GroupWise organizations."

GWAVA and Viable Solutions also share a common ethical code that demands respect, honesty, and integrity between company and client. Eliot Lanes believes that Business must be conducted within a strict code of morality, with compassion, and in good conscience. On their website, the homepage boasts Viable Solutions' code of conduct. In it, Eliot Lanes states, "We are never afraid to present innovation or take initiative. Of utmost importance, however, is that our business is conducted within a strict code of morality, compassion, and conscience. We treat our customers, associates, and vendors with respect and honesty. We cherish our rapport with our clients by demonstrating excellence, vision, caring and willingness with every contact. Viable Solutions, Inc. delivers on its promises and often succeeds where others concede or fail."

GWAVA shares this view. Bliss states, "Without our customers, we would not be in the great position that we are. We owe it to our customers to not only offer them the best solutions, but also treat them with respect and integrity. We feel that we can offer them all of this through honest sales people, continuous support, fair pricing, and effective product enhancements. Focus on our customers is what you can expect from the men and women who make up the GWAVA team."

Lastly, Lanes feels that his success with GWAVA is due to the special relationship that they have with each other and their customers. Viable Solutions has not always sold GWAVA products. It wasn't until 2003 when Charles Taite, CTO of GWAVA, made a personal visit to Eliot Lanes to clarify some misconceptions that Lanes saw the value that GWAVA had to offer. "GWAVA is one of the few companies that I have dealt with that has had the willingness to develop relationships with its partners and customers. They actively communicate with me and my customers with the desire to support, sell, and develop the products that we need," says Eliot Lanes.

GWAVA has developed this relationship with millions of GroupWise users. According to one study, it was found that well over 50% of GroupWise users depend on GWAVA to meet their needs. GWAVA feels that in order to sustain this success, they must develop the relationships that allow customers to have a direct hand in the development of solutions. "Without the vital knowledge supplied by our customers, we would be stuck doing what many other companies do- make products with the hope of getting lucky," says Richard Bliss. "By working with Viable Solutions and other partners, we have gained a unique insight that has allowed us to continue to develop and provide the very best GroupWise solutions."

Conclusion

"GWAVA has become our favorite partner," says Eliot Lanes. "Sharing the dedication to building products that meet real needs, following a strict ethical code, and building relationships with partners and customers, has allowed us to develop a business relationship that goes beyond great success. We hope that we can continue to have the success with GWAVA that we have had for the past three years."

"We reciprocate the gratitude shown by Eliot and Viable Solutions," says Bliss. "Their success over the past 16 years is an example of what honesty, integrity, and vision can bring to an organization. Their partnership with GWAVA is special and we are confident that they will have continued success as we work together to service the GroupWise community."