EasyNet revamps its UK VAR programme
ISP revamps channel strategy with distribution deal
ISP EasyNet is close to appointing its first UK distributor as part of a radical shake-up of its channel strategy.
Under its new programme, the vendor has replaced its traditional Silver, Gold and Platinum partner levels with new Business, Enterprise Solutions and Strategic Alliance categories.
Entry-level Business partners will be transferred to a specialist convergence distributor, which CRN understands could be Westcon Group.
Alan Ryan, European alliance director at EasyNet, said: “Our low-end partners’ margins are being squeezed tightly. To increase their margins they need to go through a broader channel model.”
EasyNet has spent recent months profiling its Gold partners to determine which ones will move forward to the new Enterprise Solutions level.
“Our Gold partners may have been hitting big numbers, but they weren’t adding any real value,” Ryan said. “We’ve sliced and diced them vertically, technically and by vendor and customer specialisation to make it easier to find partners that can be matched to a customer opportunity.”
The Strategic Alliance level will focus on technology relationships with global vendors, Ryan added.
Jim MacRae, technology operations director at NGR Technology, which is applying to be an Enterprise Solution partner, said: “The programme will reduce conflict with resellers and EasyNet. The segmentation means I can find another reseller with complementary skills that has been vetted.”
Michael Carter, managing director at EasyNet Gold partner Netpremacy, said the scheme would allow him to compete on larger contracts.