Plantronics has hailed its 100 per cent channel business model as the secret to winning resellers' trust as it overhauls its partner programme in a bid to make them even happier.
As it planned its Connect partner programme revamp, Plantronics claims to have consulted extensively with partners who unanimously said their main concern was that the vendor sold only through the channel.
"Partners said they want to work with vendors with a 100 per cent ‘clean' channel model," said Paul Dunne, Plantronics' head of UK channel. "That was a no-brainer – we are doing that already."
"It's a huge comfort to the channel for sure. They have the comfort that at no point will a commercial team parachute in. When that happens and it is unexpected it can really demotivate them."
As part of the new partner programme, Plantronics will offer partners Connect Rewards – a new points-based incentive programme aimed at rewarding mid-level Certified and top-level Premium partners for strong sales performance.
Premium partners will also gain access to a new deal-registration programme to help them bag bigger sales as well as additional support and the promise of higher margins.
Bottom-rung Authorised partners will now have the option to take part in a Fast Track accreditation process to enable them to gain Certified status quicker than before thanks to better marketing and sales support and a dedicated account manager for up to a year.
Dunne added that the changes symbolise Plantronics' commitment to resellers.
"We have always worked very hard in the channel to support our partners with the resources, training, and support they need to achieve the best sales results," he said.
"With the launch of our updated programme, we have solidified our commitment to our channel and to making sure our most valued partners are fully equipped to offer customers the best services and solutions while growing their bottom line."
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