Network management hardware and software vendor NetScout Systems is increasing incentives for resellers as part of its restructured channel programme.
The new programme, which is tiered for the first time, is for resellers specialising in the firm's nGenius Performance Management System.
Steve Ruddock, sales director for northern Europe at NetScout, claimed the product suits high-end network integration firms. NetScout works with about 10 such firms in the UK, including Omnetica and Dimension Data.
Resellers are tiered according to the NetScout sales and product training they have completed.
"We've always had a channel programme, but we are giving it more structure," said Ruddock. "Previously, there were no marketing development funds but now we will give rebates, which are effectively the same thing."
He said a VAR can become a Platinum, Gold or Silver partner according to the level of training given to appropriate staff. The firm has also launched a portal providing partners with sales, technical and training resources.
Ruddock said the firm has identified improved working with the channel as NetScout's best means of increasing sales.
"We want to grow our business significantly. One way to achieve this is to work more effectively with our partners, and where appropriate to take on more," he said.
Keith Humphreys, managing consultant at EuroLAN Research, said a tiered channel is essential for any vendor. "You have to reward commitment and make sure the top partners get the best benefits because they are making the sales," he said.
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