A year after overhauling its UK partner programme, ISP Easynet has lauded the success of the revamp and is launching the model globally.
In April 2007, Easynet replaced the Silver, Gold and Platinum tiers of its UK channel programme with a leaner model incorporating Alliance Partners, which focus on technology relationships with vendors, and Enterprise Solution Partners, which provide expertise in various vertical markets.
Alan Ryan, global alliances director at Easynet, claimed that UK channel revenue has since increased by 46 per cent. "The old programme was based on revenue thresholds rather than channel competencies. We now have an in-depth understanding of our partners and it is a more collaborative relationship," he said.
Ryan indicated that his company had benefited from slashing the number serving the enterprise market from about 750 to between 70 and 80 vertical specialists. "We do not want overlap within vertical markets, although that is not to say we have a single partner looking after each market,”he said.
"Our Enterprise Solution partners have a better understanding of Easynet.”
The ISP is rolling out its channel programme on a global scale. Ryan said:“It made sense the partners we deal with now operate in multiple countries.”
Michael Carter, managing director of Enterprise Solutions partner Netpremacy, said: "Easynet looks at what core skills a particular deal needs. That works for us as we have a big security capability,”he said.
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