MessageLabs ups the rewards for partners

Security vendor adds higher tier for referral partners

The higher tier is designed to lower entry barriers to the SaaS market

MessageLabs has boosted the commission available to its referral partners in an attempt to lower the barrier of entry into the software-as a-service (SaaS) market.

The email security vendor has added a higher tier to its Associate Programme, enabling referral partners to earn 15 per cent annual commission over the life of a contract.

Previously, Associate partners could only earn a one-off commission of 15 per cent.
Since it was unveiled in June, 32 of MessageLab’s 800 Associate partners have qualified for the Premium tier, with another 28 in the process.

Andrew Norman, MessageLabs channel director, stressed the only qualification criterion is to close eight client sales.
“The margins are as good as you would get in a reseller programme, but there are none of the obstacles you would encounter such as revenue commitments, certifications, or providing billing or tier-one support. This gives resellers quick access to the SaaS model,” he said.

Jonathan Lassman, managing director of security reseller Network Technology Solutions, was sceptical.

“There is not a reseller on the planet who minds doing a bit of work for 30 to 40 per cent margin, but no-one is interested in 15 points, even if it is for doing no work,” he said.