Extra tier hurts Lotus partners

Not to be outdone by Novell and Microsoft updating their channel programmes, Lotus has joined the fray and tweaked at its channel programme in the UK.

The firm's business partner programme has moved from a two-tier to a three-tier model with an additional entry-level member tier, as well as a business partner tier and a premium partner tier.

The programme, which will be rolled out in June, will cost existing business partners u295 for the rest of the year, and u475 for members.

But channel sources have attacked Lotus for being confusing. One source said: 'Business partners are not quite sure where the focus is except that Lotus wants them to sell a lot. It's difficult to get hold of Lotus because they're over-stretched. The mid-range partners feel left out and the smaller ones are worried they're being forced to drop out.' He said there was concern Lotus was going to start charging a lot more for its channel package.

In the middle tier for business partners, Lotus has added another specialisation called the network provider track in a bid to target dealers which offer public network infrastructure and services using Lotus.

Sally Hood, Lotus business partner marketing manager, acknowledged that partners would change. 'Some of the business partners will fall out into the member tier but we are hoping to get more premium partners in the reshuffle.

'Members will benefit because they will be fed lots of information, so they're on the fast track to becoming business partners.' She said the software manufacturer had charged for the programme before.