F5 tightens rules for top-tier partners

Advent of Unity partner programme will see vendor get tough on under-performing resellers

long arm of the law: F5 will be enforcing the tiers of its new Unity programme

F5 Networks has stepped up the policing of its channel and promised to get tough on VARs that fall short of requirements for its new Unity partner programme.

Transparency is a key feature of the application delivery vendor’s three-tier programme, launched across EMEA on 1 April.

Unity features a “one-­button” opportunity registration system requiring resellers to nominate a distributor. Formal revenue requirements have also been introduced, with top-level Gold partners required to do $1.5m (£1m) of business a year and Silver partners $250,000.

Dean Darwin, vice president of worldwide channels at F5, said partners’ progress would be monitored every quarter by newly recruited channel programme managers.
“We didn’t do a very good job of enforcing the rules and would let anyone with a heartbeat get top-level pricing,” he said. “Now we are enforcing the partner tiers, which will protect our top partners.”

Laura Harman, Business Unit director at F5 distributor Avnet Technology Solutions, said: “The more structured approach [F5 is] adopting will help enhance the value Avnet brings to the channel.”