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12 Apr 2010
Disloyal resellers that have grown fat off just a few large customer wins are set to lose out in a channel revamp by security vendor GFI Software.
As part of GFI’s partner programme refresh, the web, email security and email archiving specialist will begin rewarding resellers for the number of transactions made rather than raw sales.
Partners will have nine months to adjust to the new system as reclassification will not begin in earnest until 2011 - although those who demonstrate sufficient transaction volumes to move up will be re-levelled earlier.
Further reading
The new scheme, which GFI began trialling in January, also features its first formal deal registration programme. There will be no fees or certification requirements to join, which GFI claimed contrasts with rivals.
Gold partners need to achieve over 160 transactions a year, Silver partners 80 and Bronze partners more than one.
Angela Leech, channel marketing manager at GFI, said: “We found we had partners that were gaining higher levels because they owned larger customers but were not coming back and transacting with GFI.
“We are giving partners a year to re-level as we didn’t want to remove benefits overnight. If we feel a partner is looking like they will be downgraded we will get in contact with them.”
Leech said that GFI was also looking to add to its tally of about 2,500 UK resellers, most of whom are focused on the SME market. GFI also counts corporate resellers such as Computacenter, SCC and Trustmarque among its allies.
GFI recently recruited Arc Technology as its first UK distributor. Arc currently works with 12 named GFI resellers.
“Arc has invested very heavily in getting up to speed on all our products,” said Leech.
In a statement, GFI chief executive Walter Scott added: “Over the past year we have invested considerably in our channel resources. We now have a dedicated team working to provide new and existing channel partners with the tools they need to sell our products, including an improved qualified and protected sales lead programme, a new deal registration programme and many other initiatives that I believe will give more value to those who partner with GFI."
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