FSC rewards its VARs with incentive scheme
Vendor's channel programme honours resellers that have made 'a valuable contribution'
Fujitsu Siemens Computers (FSC) has unveiled its latest channel incentive programme, which it has claimed will allow its resellers to use accumulated points to improve skills development or reward individuals who have made a valuable contribution to the overall business.
The FSC Rewards Programme has been developed in tandem with specialist incentives firm Loyaltynet. It gives participating VARs the opportunity to exchange accumulated points for rewards.
The rewards include FSC products, electronic goods and shopping vouchers. Points can also be earned by completing a selection of online ‘Fit4’ training courses that enable partners to access training materials through the existing partner portal.
Ian Newall, SME and channel director at FSC, told CRN: “This is basically a stepping stone for our resellers to become full, accredited partners.
“It’s not all revenue driven; it’s really about education, so resellers can earn points from learning.”
There is already an FSC scheme called Pulse, which is targeted at accredited partners.
Newall added: “This [new scheme] is different because it’s not just a straightforward ‘give me sales’ programme. I don’t know exactly what the ratio of points to the rewards is, but any reseller can research the scheme to see if it’s good for them and their business.”
Iain McGlade, account manager at FSC VAR European Electronique, said: “This scheme is nothing new; many vendors already operate similar programmes. However, they are definitely appreciated by resellers and account managers in general.
“Some schemes are different as they offer incentives on a whole company basis. However, this one seems to offer encouragement on a more
personal one-to-one level, and the training motivation is particularly good. With many schemes VARs have to go through a whole accreditation procedure just to remain as a preferred partner.”
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