Clearswift flies to channel partners' aid

Vendor switches to indirect sales model and offers bigger reseller incentives

Content filtering software vendor Clearswift has launched its MIMEsweeper Partner Programme and is switching to a 100 per cent indirect sales model.

The vendor is hoping to increase market share of its CS MIMEsweeper product by offering partners greater incentives, more co-op marketing funds and more dedicated support.

Paul Rutherford, chief marketing officer at Clearswift, said: "We want to give our partners more tools and programmes to help them to generate more business."

The vendor has also devised monthly and quarterly rewards for 2004, both on an individual and corporate level, to provide further incentives for partners.

Rutherford added that the vendor has reaffirmed its commitment to partners by changing to a 100 per cent channel model. Previously, it operated a 70/30 indirect/direct split.

However, it will still have a 'Direct Touch' sales team to help partners with particularly large customers that demand vendor interaction.

"Any leads and all the business we generate will go through our channel partners. But just in case the bigger customers need to speak to Clearswift, we will have our Direct Touch team on hand to work with partners," he said.

The programme has received a positive reaction from Clearswift's channel partners.

David Ellis, director of e-security at distributor Unipalm, said: "This programme delivers real business benefits to partners that work with Clearswift in this fast-growing market sector."

Paul Prior, director at VAR Foursys, said: "Increasing the skill set among partners and managing the way products are presented to the market is the best way to ensure customers get the security products they need."