GFi model splits channel into three categories

Security software vendor, GFi, has remodelled its partner program in a bid to rationalise how it deals with resellers.

Its 600 local resellers have been divided into gold, silver and bronze categories as it looks to formalise discounts, training and other benefits, regional manager, Michael Early, said.

The categories will primarily be governed by sales and training levels. In turn, the vendor has bumped up margins across the board.

"We've been working with all sizes of resellers from small consultancies to large integrators like Commander and ComputerCorp," he said. "They want to be certified."

Early said GFi software was often downloaded in a 'try before you buy' scenario before a license key is purchased from a reseller. That reseller then has an inroad to up-sell or try a services approach, depending on the software involved.

"GFI partners can be integral if a customer wants to talk customisation," he said. "One of the more detailed installations we have is our event log manager, Events Manager. It is a complex sale and a great example of how resellers can make a value-added sale with our software."