Centennial Software has modified its EMEA partner programme to ensure that every partner, regardless of size, has an equal chance of getting better return of their investment in the vendor.
The Solution Advisor Reward Programme (SARP) has been designed to create a level playing field that rewards both long-standing and new partners for the investments they make in promoting and selling Centennial products.
Marc Adams, senior vice-president field operations at Centennial, told CRN: “With our previous programme, discounts were awarded based on a partner’s status: Authorised got 25 per cent discount, Gold 30 per cent and Platinum 40 per cent. We wanted to encourage a fair scheme for all, so decided to revamp the programme.”
Under SARP, partners start off on the same level of discount, but can then build up to gain extra discounts.
“All partners now receive a baseline discount. On top of this, if they have registered their opportunities and been working on them for at least 45 days, updating Centennial Software along the way, they’ll receive further rebates. This allows smaller partners to invest, knowing that they can win business against more established partners,” Adams said.
Centennial partners have to register their ‘opportunity’ through the vendors online system.
Robbie Richmond, managing director of VAR Ensign, said: “When you invest a lot of time and effort in selling a product, it’s important that your time and effort is protected. Traditionally, larger players can dominate a market, making it harder for smaller resellers to compete.
“With SARP, Centennial has introduced a scheme that ensures that any partner that actively commits and works with Centennial can feel more confident in winning the business,” he said.
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