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16 Jun 2006
Anti-virus vendor Trend Micro has doubled the number of resellers signed up to its Advantage Programme in the past nine months.
The vendor attributes the success to its SME-focused Worry Free security suite, launched last year, which it has claimed makes it easier for smaller firms to manage and maintain their security strategy.
Pat Dunne, sales director Northern Europe for Trend Micro, said: “We are continuing to simplify the marketplace for end-users and in turn help our channel by offering products that are easy to sell and are ‘worry free’ for the end-user.”
Dunne said the vendor constantly evaluates its Advantage Programme.
“We are looking at how to enhance the programme to help resellers be more effective,” he said.
“We are providing all our SME resellers with free technical support and in-depth training. We are also providing them with free copies of all the software, and have a loyalty scheme in place, offering vouchers that can be traded. On top of that, we are increasing the margin available to the channel.”
Dunne added that the vendor is still looking to take on additional partners under the Advantage Programme.
“We don’t think the market is saturated and partners are still making margin,” he said. “There is still room for a few more.”
Chris Durnan, managing director of VAR Peapod, said his firm has seen success with the Worry Free initiative.
“We deal with the medium end of the SME market – firms with more than 100 users – and it has been great for us to sell Worry Free products and solutions to that marketplace,” he said. “It is why we continue to be one of Trend’s top resellers.”
Durnan added that because of the continuing threat of Microsoft competition in the security space, vendors such as Trend are broadening their offerings.
“Trend is doing a great job,” he said. “It is looking at ways of being different, which is what the channel needs in the current climate.”
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