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Network Associates remodels channel program

Network Associates remodels channel program

Network Associates (NA) has been in high gear the last couple of months with the establishment of a new reseller program, the rapid expansion of its staff on Australian shores and 128 per cent growth rates over the last two quarters.

Establishing himself in Australia after a successful jaunt in Europe, in which he reinvented NA's channel strategy, new vice president Dean Mansfield is attempting to play catch-up with the US and Europe.

He has developed a program that he claims has "dragged NA in Australia into 1999. NA went through eight acquisitions in the US and Europe last year. The Asia-Pacific region got left behind a little because there is only so much that can be done. But in the last quarter we have seriously remodelled Australia and Japan's volume licensing purchasing program (VLPP)."

To this end NA has established two distinct divisions of VLPP, Total Solution Providers (TSPs) and VIPs. "TSPs are mostly distributors," explains Mansfield. "They report to us how many licences they have sold and we then ship out the media kits and licences to them pretty much the next day. VIPs depend on NA's sales representatives to generate leads for them. We bring in the end user and then pass the deal on to the reseller to fulfil."

Breaking the program down even further are the Silver, Gold and Platinum levels of partnership. "Silver is pretty much anyone who has every sold an NA product. Gold requires a certain responsibility to training and a level of skill. Platinum actually requires a business contract to be signed where we guarantee our resellers a certain number of sales and they do the same for us," claims Mansfield.

According to Mansfield, the revamped channel has been a catalyst for the rapid expansion of NA in this region. "In the last couple of months, NA has grown from about 30 people to over 60. This is because there is a lot of opportunity in Australia, we have best-of-breed products, we offer a value proposition, offer one vendor total security solutions and the corporate market is ready for this. By leveraging our channel we can take advantage of all this."


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