Encryption vendor PGP has claimed that partner feedback has been instrumental in its channel programme revamp.
The vendor commissioned specialist audit company ChannelWorks to question its partner base about desired changes to its indirect strategy. It also set up a partner advisory board in both Europe and the US to gather additional channel feedback.
As a result, it has switched to a three-tiered partner programme and is offering additional support and enhanced certification training, as well as more joint-marketing initiatives.
Speaking to CRN, Jamie Cowper, European marketing director at PGP, said: “We had a feeling things needed to change in our channel to get more value for partners. We wanted to ensure that the VARs that have committed to us were fully motivated.”
Cowper added that the vendor had changed partner certification levels from Certified Solution Partners and Authorised Reseller Partners to the widely adopted Gold, Silver and Bronze levels.
“Partners are more comfortable with these three levels and they understand the criteria, which in turn makes it easier to promote themselves,” Cowper said.
PGP currently operates a single tier channel strategy, but Cowper said the vendor would never rule out distribution as a future route to market.
He added that the first step for PGP is to ensure its partners understand the changes to the channel programme.
“It is very much a sliding scale change,” he said. “We are not telling partners that they have to be certified by 30 May or they are out.”
Adrian Young, UK country manager at integrator Integralis, said: “This programme validates PGP’s commitment to its channel by allowing us to provide even greater service to our customers.”
Nick Garlick, managing director of VAR Nebulas Security, said: “It is obvious that PGP has made substantial investment to help partners like us be more successful, so we are pleased to join.
“The market for encryption and data security solutions is growing rapidly. We see great opportunities for our business in the space.”
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