Network Associates (NAI) is hoping to heal old wounds by enticing resellers back into its fold with the launch of a three-level reseller accreditation programme.
The Total Solutions Programme, which kicks off later this month with the first of a series of reseller training courses, is the vendor's long awaited response to the backlash it suffered following the exodus of resellers as a result of the acquisition of Dr Solomon's last year.
Sarah Whipp, European channel marketing manager at NAI, told PC Dealer: "We had some disillusioned resellers following the Dr Solomon's acquisition, and we're encouraging them back. We have a big education battle ahead of us to convince resellers that we do more than anti-virus, plus the competition are doing a fantastic job, but this is a stable platform to build a stable channel."
Areas of channel conflict, such as a cut-off point for direct accounts, have been removed because NAI had no lines of demarcation, said Whipp.
The Total Solutions Programme accredits resellers at a silver, gold and platinum level, with a greater emphasis on NAI's entire portfolio. The silver stage requires little commitment from the reseller, demanding one day's attendance at a training course, although all promotion and marketing will be from a distribution level.
The gold standard requires two qualified staff in one of NAI's anti-virus, helpdesk, total network security and total service desk product tracks. Attendance at one of NAI's five-day training courses, which cost $2500 each, is necessary to become a certified professional. In return, the reseller receives extra discount, marketing development funds, access to a technical support line and sales leads direct from NAI.
The platinum standard requires two certified professionals in each of two tracks, plus a purchase level of 750,000 euros per quarter from distribution, and offers even bigger discounts and a dedicated account manager from NAI.
Meanwhile, Network Associates will relocate in the New Year from Windsor to Slough.
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