LSI Logic builds tiers to boost VAR sales
Tiered scheme to build channel business through distributors
LSI Logic has launched a tiered partner programme aimed at bolstering the firm's reseller sales.
Evi Holland, director of distribution Europe at LSI, said the firm had significant original equipment manufacturer (OEM) sales but wanted to concentrate on its channel business.
"Historically our focus was on the OEMs, but for the past year or so we realised we have neglected doing business through the channel. The new scheme aims to help us build our channel business through our distributors," she said.
The programme has three levels: Registered, Certified and Premier. Resellers that sign up at the registered level gain access to support and detailed technical training.
They also get access to evaluation units, toolkits, technical and sales training, and monthly webinar events.
At the certified level, resellers must agree to a quarterly sales target of $25,000, and in exchange are qualified to receive sales leads from the vendor.
At the premier level, which requires a sales goal of $50,000 per quarter, resellers get a listing on the LSI Logic web site and qualify for joint sales calls with the vendor.
Holland said the structure was the same across the world, although some revenue targets in Europe may be negotiable. She added that LSI is looking for about 10 Premier partners, 50 Certified and "as many as possible" Registered partners.
James Ward, general manager at LSI distributor Hammer, said the vendor has spent a lot of time trying to get into the reseller channel.
"The energy the firm has spent on this will help it get over the difficulties it has in terms of market and brand recognition. Getting into greater channel sales will help it get the recognition it needs," he said.