Good Technology has sweetened the deal for partners chasing new customer logos as it looks to exploit "heightened awareness" for its secure mobility wares.
Good's resellers can now earn a credit worth five per cent of the deals they registered in the previous quarter that they can use to chase new customers in the current quarter. Partners can also put the credit towards installing Good's products in their own business.
Events such as the recent iCloud breach have educated consumers and businesses on the need for secure mobility and partners must strike while the iron is hot, said Good's worldwide channel head, John Taylor.
"Secure mobility was really only within reach of regulated firms but it's now something that's started to mushroom," he said. "There's a heightened awareness and we have the right solution, at the right time."
The new credit scheme is only available to partners that register over £50,000 of deals in a quarter, meaning it is within reach of about 10 partners in EMEA, six or seven of which are based in the UK, Taylor said.
Modelling suggests the average qualifying partner will bag over £15,000 in credit each quarter that can then be ploughed into either deals with new logos or buying production software for the reseller's own use the following quarter, Taylor said. Each transaction is capped at £5,000.
Good only entered the channel in 2010 but now generates close to 75 per cent of its UK sales - and 90 per cent of transactions - from partners, with only large international deals now tending to go direct.
Taylor (pictured) said Good should not strictly be seen as a mobile device management vendor as its technology manages the business data on the device rather than the device itself.
Good has also been around for much longer than most MDM vendors, many of which have been snapped up recently by larger, more generic software players such as VMware and Citrix, Taylor pointed out.
"We have been doing this since 1996 and are far more highly patented and protected than anyone else in this business," he said. "There are only two of us left that are pure-play and if you walk into our offices, everyone you see will talk mobility and security, as that's all we do."
Taylor said Good is still honing its channel programme, with deal registration and the new credit scheme only two of six planned components that will be live by Q1 2015.
"We are heading towards having a fully complemented channel programme that has all the components of a fully fledged, mature channel programme," he explained.
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