Meru cuts tiers in partner rejig

Vendor claims old system did not help VARs differentiate

Dave Kelly: I did not want to make it an onerous task to be part of the programme.

Wireless LAN (WLAN) vendor Meru Networks is hoping its revamped partner programme will swell its reseller ranks and make life simpler for its existing channel.

Meru has pared down three tiers of reseller ­ Silver, Gold and Platinum ­ to just two, Value and Pinnacle, and EMEA vice president Dave Kelly told CRN he hoped the new structure would make it easier for VARs to get involved. He said: “The three tiers did not help resellers differentiate themselves within the market. For the size of our business, I did not want to make it an onerous task to join and be part of the programme.”

Kelly revealed that Meru’s existing partners would have to re-apply for the programme and he hoped to sign 10 Pinnacle and 10 Value partners. He indicated he was looking for resellers with wireless LAN experience and those with vertical expertise in hospitality, retail and the public sector.

Kelly claimed VARs would benefit from increased marketing funds, a deal registration scheme and free online training. “The feedback we have had from current partners is good,” he said. “Meru is still an exciting brand and is not over-distributed.”

Mark Hatton, managing director of Meru distributor Sphinx, claimed the new programme “stacks up well against our other vendors”.

He also indicated he was more than happy to re-apply for partner status. “That will not be an issue. It allows everyone to understand the criteria and re-evaluate their relationship and we want those pro-active partners: it makes perfect sense,” he said.