Security vendor Global Security One (GSEC1) is offering its partners an Open University-style approach to certification training.
The vendor, which launched its Prodigy range of internet security management (ISM) appliances last month, has embarked on an aggressive channel recruitment drive.
It has appointed three distributors, Northamber, Arc Technology and OpenPSL, in as many weeks, and claims to have thrown down the gauntlet to rival vendors by offering VARs free training and certification.
"We thought it would be better for our partners if they were able to undergo a self-certification process, rather like an Open University degree, instead of having to carry out time-consuming and expensive vendor training," said Rob Billington, head of EMEA sales at GSEC1.
"We have found that certification training causes resentment among partners, as they are forced to let staff miss vital office hours. We are also offering VARs the chance to sit our certification exam free of charge."
VARs will also receive a quarterly percentage of each box sold through a channel pay-back scheme, and indemnity cover against data loss of up to £125,000 with every device sold.
"VARs don't have to be tied into expensive programmes from which they get nothing back. We're giving them a chance to partner with a company that offers both product and the programme," Billington said.
Stuart Reay, sales director at Arc Technology, praised GSEC1's strategy. "It is very unusual for a vendor to offer free training in the current climate. The feedback we are getting from resellers has been very positive.
"If anyone deserves to do well it is GSEC1. The planning and preparation it put into its channel programme before launching it is second to none," he said.
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