Panda Software planning 'significant' indirect channel changes
Vendor admits that some partners will be dropped as part of a UK business overhaul
Anti-virus vendor Panda Software is planning some “significant” changes to its indirect strategy after admitting its track record with the channel has been weak.
UK country manager Mark Watkinson told CRN the changes will mean some resellers and distributors will be dropped by Panda, although he declined to reveal details and names at this stage. He said the changes will be in place by Christmas.
“We have a new management team in place that is making wholesale changes to restructure the business. We have revamped our channel training and accreditation schemes,” he said. “Panda is the fourth largest anti-virus firm in the world, according to several analysts. But not many people know about us in the UK, which is unacceptable. We need to address this issue and ensure we clean up our channel and work with the right partners.”
Panda has also recruited a new channel sales director – Anthony Barker – who joined the firm from rival anti-virus vendor BullGuard.
Watkinson said Panda intends to treat the channel with “complete honesty” and “transparency” and ensure “every part of the wheel knows exactly what the other part is doing”.
He added: “If we have a direct sales strategy, we will tell our partners we have such a strategy. There is no point lying about it.”
The vendor also intends to reward dedicated partners with higher margins than Panda’s competition, free training and extensive support offerings. However, Panda will expect dedication from partners in return.
“We expect our partners to give us 80 per cent of their anti-virus business and be honest with us,” Watkinson said. “If they don’t want to push our products, they shouldn’t work with us.”
Michael Breeze, marketing manager at distributor Interactive Ideas, said change is much needed at Panda.
“It is making the right noises, but we will see if it delivers. We have heard all this before,” he said.