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11 Aug 2006
GFI Software has introduced a raft of changes to its global partner programme to help its partners push deeper into the SME market.
The network security, content security and messaging software vendor claimed to have segmented its margin offerings to differentiate between pricing strategies used by its VARs and distributors.
VARs will now qualify for GFI’s Gold, Silver and Bronze programme tiers based on revenue, sales and technical competencies.
Direct Market Reseller (DMR) partners can also gain product rebates and marketing development funds based on annual performance goals.
Stephen Chetcuti Bonavita, marketing manager for Europe at GFI, told CRN: “We
had a programme that
wasn’t as beneficial as it could have been. This brings us into a 100 per cent
channel sales structure and will ensure our partners receive everything they
need to make more GFI sales.”
In addition, GFI said it will support its VAR and DMR partners with both geographically dispersed channel account managers and inside account managers.
Dispersed managers will work with Gold-level partners, while inside managers will work with the firm’s Silver-level partners on market development initiatives.
Mark Alderton, managing director at GFI partner Kobi Networks, told CRN that the new model would provide a real incentive to partners.
“This is great news for us,” he said. “Getting a percentage of our sales back helps us to grow as GFI grows.”
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