ScanSafe partners set for programme boost
Vendor set for triple-digit growth as it unveils first channel strategy
Web security vendor ScanSafe has launched its first ever channel programme across EMEA to provide a more focused structure for its partners.
The launch comes shortly after the vendor revealed it is expecting triple digit growth for 2006.
Craig Whitney, vice-president sales, EMEA at ScanSafe, said: “We are getting some good validation from the marketplace. However, with our products a degree of education is required, which makes our message that bit more difficult to deliver.
“We are looking to increase awareness of the company. We also want the best channel out there.”
Whitney added that the programme will have two different levels of partner: Alliance Partners, which will require a high degree of technical integration and branding capabilities; and Enterprise partners.
These will be divided into three levels: Platinum, Gold and Silver. They will be rewarded additional
margin depending on the extent of their commitment. Other benefits available to partners include deal registration, access to marketing campaigns and product toolkits.
Whitney said the vendor is also looking to recruit additional partners.
However, he added: “We are being quite discriminating in the type of partner we are looking for and need them to be able to add value.”
Tom Miller, director at VAR ITC Internetwise, welcomed the launch of the programme.
“We have been a partner of ScanSafe for about a year. It was a natural progression for it to introduce a partner programme.
However, ScanSafe has to be careful as to how it positions its channel strategy. It must ensure it is kept it focused and choose its partners carefully,” he said.