Software manufacturer WRQ has signed up System Software International (SSI) as the first partner in its accreditation programme.
Richard Preston, responsible for the business partner programme, said: 'Outside North America, our distributors were hybrid - some direct, some indirect. We need to work far more closely with the channel to educate resellers, receive feedback about our products and so sell them better.'
Marketing development funds will go to distributors Wick Hill and Entropy, but will also be available to resellers that are active rather than reactive, according to Preston. 'The amount available will depend on the percentage of WRQ business done over the past two quarters. The money will be used to finance marketing campaigns rather than reseller training.'
SSI has been selling WRQ products for over 15 years. Ian Platt, marketing director at SSI, said: 'When Wick Hill was the sole distributor, communication with WRQ stopped. We wanted contact with WRQ over technical support and product information. Direct communication is important because the pace of change has got faster and you need information to keep abreast of developments.'
Commenting on what the programme had done for SSI, Platt said: 'We now have a higher level of WRQ authorisation, which reassures customers because we can add further value to projects we are following by taking part in the express expert programme - training for WRQ's Express software management tools. Today you can't just hand a book over to customers - they require solutions, which means training the resellers and solution integrators.'
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