Samsung has talked up its latest partner scheme in the shape of Samsung Business, which will provide a "clearer" format for its partners, according to Graham Long, vice president for business in the UK and Ireland.
Long told CRN the latest update is about ensuring that everything is clearer for its partner base.
"I think one of the criticisms from any partner of any channel programme, is that in many ways the communication around it isn't as clear as it should be," he said. "We are looking to make sure that our programme is well communicated, making it clearer for people."
Long said that Samsung Business has been operating for a number of months, but it has now been formally launched.
"What Samsung Business is going to be all about is having in place a partner programme that provides consistent terms and conditions, consistent rewards and provides consistent communication," he added. "All of the things you would expect from a partner programme from someone like us."
The Korean giant has previously put in place a partner scheme, with it launching the Samsung Team of Empowered Partners (STEP) programme last May. But now the competencies, which are yet to be named, will be "more rigorous", with regards to the targets for each competency, Long said.
He also said it will provide a more formal structure to what was in place previously.
"At the most basic level, it's about providing relevant and up-to-date communication with people," he said. "At the most advanced level it will be about specific financial goals by product lines that will attract x per cent rebates. I'd like to say it's very different to what has been done in the past, it isn't, but it's a lot more structured approach to what it was historically."
As well as rebates, partners are also eligible to earn marketing support and join with Samsung at events it hosts around the country where they can speak to customers, Long said.
Samsung has between 5,000 and 7,000 resellers globally, of which around roughly 2,000 are actively trading with it.
Long said one of the central aims of Samsung Business is to increase its channel presence and make sure these partners are up to speed with its latest technology.
"Where we engage directly with end-user customers, we do very well and we sell well. We've now got around 30 end-user sales people who are fully versed with all out technology. Our intention is to expand our coverage because we can only employ so many end-user sales guys.
"The way in which we can get far greater coverage in the market, is by having the channel work effectively with us and by giving them the tools that allow them to go out and talk knowledgably about our tech. Unless we are communicating with them, providing them with the right incentives and the right rewards, that's not going to happen."
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