GN Netcom has kicked off the next phase of its channel assault with the launch of a debit card-based partner reward programme.
The headset vendor smashed its recruitment targets by signing 600 resellers to the partner programme it launched in June (CRN, 9 June), but has now shifted its focus to growing existing partners’ sales.
Through GN’s new Jabra Freedom scheme, partners can rack up a monetary reward every time they sell one of the vendor’s core contact centre or office headsets.
VARs can allocate the Visa debit-style cards to their salesforce, the company as a whole or opt for a mixture of the two. Distributors must choose between the second and third options.
Dale Peters, UK sales director at GN Netcom, said: “We met our recruitment efforts in 2006. Now the focus is on the tools and support to get partners exploiting the margin opportunities that our products present.”
Peters added that GN is also poised to introduce further channel tools around e-learning and demonstration equipment.
Jo Pettifer, international channel programmes manager at vendor RSA Security, claimed that 250 UK resellers had signed up to the debit card incentive scheme RSA launched for individual channel sales staff in July (CRN, 26 June). She added that the vendor would debut a company-level card later this month.
“Now that there is more flexibility with the card distributors and the European banking system has been freed up, we are seeing more traction with this type of programme,” she said.
“Short-term promotions don’t drive what vendors are looking for. What motivates partners most is money in the pocket.”
Guy Koster, vice-president of technology solutions group at GN distributor Westcon Group Europe, said: “We very much welcome this sort of incentive because it helps our sales people get excited about selling.
“The market is becoming increasingly crowded with similar products, so vendors are endeavouring to motivate channel sales people. This type of scheme will become increasingly commonplace.”
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