FrontRange builds on partner programme

Software vendor tweaks partner programme and introduces deal registration facility

FrontRange is building on its partner programme following two acquistions

Service and infrastructure management software vendor FrontRange Solutions has updated its global partner programme, introducing deal registration and simplifying partner engagement.

The revised programme, which previously had two levels, now provides sales and technical training with a strong focus on collaborative marketing, joint initiatives and joint case studies.

The updates apply to both the entry level ‘Authorised’ and the advanced level ‘Platinum’ which are based on revenue contribution, skills development and marketing engagement.

The addition of a web-based Lead Registration Programme will enable partners to protect deals and access a more consistent, streamlined forecasting tool.

The programme is being rolled out with new contracts and agreements that have a consistent margin structure across all products – previously there were different margin levels for each product – depending on the level of the partner.

Steve Feeney, UK sales director for FrontRange, said: “With the acquisition of both Centennial Software and Enteo, we have brought the best parts of all three partner programmes and created a scheme which offers transparency and consistency to all FrontRange partners, no matter which products they sell.

“The main objective is to have a mutually beneficial programme that gives our partners the sales support, technical support, tools, skills and products required to get out there, represent our respective companies and solutions and make money.”

Alliances and companies that do not wish to be a fully certified partner now have the option of a referral scheme to reward partners for opportunities they refer to FrontRange.

Also available to existing partners within the programme, referrals on solution sets that partners are not accredited for receive a referral fee when the opportunity is closed by FrontRange.

The programme does not change for partners representing the GoldMine CRM product line, also developed by FrontRange Solutions. There is a referral programme for non-certified partners in any given solution set.

Feeney added: “In the current economic climate, the ability to deploy quickly and accelerate the time to full return on investment can be the difference between sealing a deal today and watching it push out as customers delay buying decisions.”