MRV Launches "5 STAR" Solution Provider Program to Expand Support for Strategic Sales Partners

Business Wire, Feb 20, 2007

Channel Program Adds New Partner Levels and Benefits Including Sales Certification and Opportunity Registration

CHATSWORTH, Calif. -- MRV COMMUNICATIONS, INC. (Nasdaq:MRVC), a leading provider of products and services for out-of-band networking, WDM and optical transport, metro Ethernet, fiber optic components, 10GE and other service aware networking products, today announced the debut of its 5 STAR channel program aimed at providing a higher level of support for the company's strategic solution providers.

The 5 STAR program enables MRV to build quality partnerships with its solution providers, offering levels of support based on the commitment and focus of each partner. MRV is focusing its attention specifically on partners with expertise in particular vertical markets, including healthcare; finance; state, local and federal government; and networking technology manufacturing.

Two new elements of the program are the expansion of the company's training and certification program to include sales training and an online sales opportunity registry that helps the company assist the solution provider with joint sales and technical support assistance.

MRV also offers its solution providers a range of marketing, business planning and certification options with the 5 STAR program. Specifically, MRV will support partners willing to jointly market the company's product lines with a host of marketing materials and programs ranging from collateral, tradeshow support, email blasts and joint sales calls.

"We recognize that our partners add a substantial amount of expertise to our technology, and the 5 STAR program is designed to reward that value-add," said Noam Lotan, MRV president and CEO. "Because of the way it's structured, the program offers something for every MRV partner while focusing our attention on those strategic partners who are ready to reciprocate with business plans of their own."

One such partner is Solunet/Dynavar, a leading technology integrator and solutions provider that serves clients throughout all of North America, Latin America and the Caribbean. With both companies boasting long-standing partnerships with leading industry manufacturers and comprehensive technical expertise, Solunet/Dynavar delivers innovative, reliable and cost-effective solutions for its customers.

"The 5 STAR program puts the emphasis on the right things--customers, training and partnership," said Phil O'Reilly, president and CEO of Solunet. "It is a good fit for us because we succeed by empowering our team through training and by working closely with our vendor partners to provide the right solution to the customer."

Partnership Levels

The 5 STAR Program features five participation levels: platinum, gold, silver, affiliate and sales agent. To reach the platinum and gold levels, solution providers must commit to technical and sales certification and work with MRV to develop sales goals and a business plan to reach those goals. In return, MRV provides comprehensive marketing support, access to its full range of products and priority access to MRV technical and product support teams for sales efforts. Platinum and gold sales partners also get direct sales support for all deals logged in the opportunity registry.

The silver level is a steppingstone to the gold and platinum levels and requires a partner to have at least one certified sales representative. With that certification, partners are able to sell all of MRV's product families, including its range of out-of-band management, free-space optics and fiber-optic transport and switching products. Silver level partners who register their opportunities also have access to the MRV sales team for joint sales calls.

The sales agent and affiliate levels are targeted at partners who sell MRV products ad hoc and want a support relationship with the company for their projects. At these levels, partners are authorized to sell MRV LX console servers and OptiSwitch LAN switching products. They also may be authorized to sell other products on a case-by-case basis depending on their business model. Partners can buy products through distribution and have access to sales tools like the Partner Website and MRV's quarterly newsletter, as well as MRV technical support.

In addition, the company supports partners focused on government agencies. These Federal partners are chosen based on their past success in working with Federal government organizations; either civilian federal agencies or Department of Defense organizations. MRV Communications is committed to partner relationships with companies that will be proactive regarding developing opportunities for our products with the Federal Government.

About Solunet/Dynavar Corporation

Dynavar Corporation is a leading technology integrator and solutions provider specializing in a full range of integrated communication solutions that drive next generation networks for the service provider market. Dynavar was acquired as a wholly owner subsidiary of Solunet, Inc. in August, 2006. Together Solunet and Dynavar's comprehensive voice, data, and video networking solutions enable customers around the world to build converged networks and to offer network-based multi-media services. Solunet/Dynavar now serves clients throughout all of North America, Latin America, and the Caribbean. Their long-term partnerships with the industry's leading manufacturers, combined with comprehensive technical expertise and services, allow the combined company to deliver the most innovative, reliable, and cost-effective solutions to its customers. For more information on Solunet/Dynavar, please visit www.solunet.com or www.dynavar.com.