A new incentive scheme from distributor VADition is designed to reshape reseller behaviour by making them more progressive.
The distributor's previous incentive programme, Velocity, rewarded VARs for raw orders but its successor, Drive, focuses on business development.
Under the scheme, which went live last week, reseller staff earn points for responding to "calls to action" from VADition's vendor partners including Infoblox, Fortinet and Palo Alto.
This could include prospect appointment setting, proof of concepts and attaining training goals. The individual and the reseller for which they work can then redeem those points for a range of prizes and a range of business development incentives, respectively.
VADition business development director Barrie Desmond (pictured) said: "We needed a radical rethink to change behaviour in the channel and get resellers to be more progressive.
"With the economic backdrop, there is a sense that people should batten down the hatches and do what they have always done. Drive is born out of a need to change that and get resellers on an early-adopter phase earlier.
Currently, call to actions live on Drive's self-administered web portal involve vendors F5 Networks, Infoblox, Fortinet, Palo Alto, Isilon, ProofPoint, Exinda and RedSeal.
As an example, 150 points are up for grabs for booking an end-user appointment for an opportunity involving F5's ARX offering.
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