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30 Jun 2006
Storage vendor Overland Storage has bolted a incentive scheme onto its channel programme that allows VARs to be gain personal rewards for making Overland sales.
Overland Loyalty, which forms part of the vendors’ Profit Advantage Registration scheme (CRN, 16 January), gives resellers 0.15 points for every dollar of Overland product or service sold.
Chris James, EMEA marketing director at Overland Storage, compared Overland Loyalty with a frequent flyer programme.
“Smart salespeople will be motivated by the scheme,” he said. “This will also allow us to help partners by having a record of their sales on our system.”
Resellers can either use their points to claim a discount on the Overland storage product of the month, or use their points to claim individual prizes. These range from watches and champagne, to digital cameras and camcorders.
However, John Woolley, sales manager at Overland VAR Christie, was sceptical about the Overland Loyalty scheme.
“This is not an incentive for us,” he said. “We are more interested in end-users’ requirements. It’s not something that would really give our salespeople incentive to make sales.
“Other vendors have tried similar schemes in the past with us, to little effect.”
james_sherwood@vnu.co.uk
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