Network Associates woos resellers
Vendor launches three-tier partner programme
Security specialist Network Associates (NAI) has revamped its UK channel partner programme to provide what it describes as a more flexible route-to-market for its resellers.
Due to go live this week, the programme has three levels of accreditation. Registered Partner allows resellers to sign up, try out the programme and sell NAI products.
Authorised Partner provides resellers with benefits such as lead referrals and account management. They will also be able to specialise in one chosen area and offer a recognised competency such as training or marketing.
The highest accreditation is Elite Partner. Benefits include preferential trading terms and enhanced support in new product and market areas. Elite partners will also be recognised for core competencies in two chosen areas.
Sarah Whipp, director of marketing, Europe, Middle East and Africa, at NAI, explained that the programme will allow partners to receive accreditation without selling any NAI products, but by providing services such as support and training around the products.
"We are not dictating what our partners should do. We are giving them the freedom to choose whichever path they want to take and fitting in around their choices," she said, adding that the firm wants to take on as many partners as possible.
"With a forecast year-on-year growth of 20 per cent, partners are assured that they are buying into a sector which is still generating huge demand among customers," said Whipp.
However, resellers have expressed concern at what they describe as a lack of information from the vendor.
One partner, who wished to remain anonymous, said: "With all large organisations there are always strong and positive aspects of relationships, but communication is the key and I don't think NAI has communicated enough with its partners over these changes to its channel programme.
"The programme seems a good idea, but I would have liked to have known more about it before it was actually launched."