VARs welcome Zyxel's new Partnership Fund
Networking vendor hails the popularity of revamped partnership strategy
Zyxel’s radical decision to ditch its rebate system in favour of a ‘Partnership Fund’ in February has met with a warm reception from resellers, according to the networking vendor.
The firm’s ZyPartner programme allows VARs to use funds accrued through equipment purchases to pay for a variety of activities, such as technical training and development.
As the number of VARs taking training courses doubled from 12 to 24 between January and February, Zyxel claimed the new system is already paying dividends.
Lee Marsden, sales director at Zyxel, said: “VARs have bought into this. The concept came from the roundtable we had with 15 partners in December, which will now become an annual event. It’s better than getting a cheque at the end of the month that goes to the finance department.”
Jamie Hind, managing director of VAR Hotspot Solutions, said: “A lot of the time VARs forget about rebates and there is no incentive for the vendor to remind them. But with the new system, everyone wins.
“This is the first roundtable where the vendor has developed a new programme based on our input.” C