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Cash incentive to spur Bay reseller programs

Cash incentive to spur Bay reseller programs

Bay Networks Australia is offering financial incentives of several hundred thousand dollars to Asia-Pacific solutions partners and resellers in a bid to lift its channels game.

"Our goals are to formalise relationships with business partners that traditionally have focused on Bay and to encourage new channel partners," said Steve Rust, Bay's Australia and NZ region director.

Starting this month, channel partners of the router and switch vendor are being offered:expanded sales and technical training programscooperative marketing fundscompetitive pricing policiesrebatesThe new program is aimed at "resellers who want to focus on Bay and present Bay solutions to the marketplace", Rust said. In practice, it appears to concentrate on deepening relationships with existing partners rather than attracting brand new ones.

Besides training staff in sales and technical support, the program makes funds available for cooperative activities in promotional marketing. It also makes provision for "competitive pricing to ensure partners are successful in the marketplace with Bay and rebates to help them with their bottom line," Rust said.

Sales partners can qualify for the program as Enterprise Solutions Partners or Network Solutions Partners. Enterprise Solutions Partners are entitled to incremental discounts on high-end switches, routers and routing switches, rebates on all purchases and access to cooperative marketing funds. They will also be given sales leads, free training, subsidised demo equipment and access to Bay's sales tools and events.

Certified training courses, which will be available over the Internet, could run between a few hours and a few days depending on the partner's current level of expertise.

Major push

The introduction of the new channel program is the second major push Bay Networks has made in- to the area in recent times. Over the past nine months it has trebled the resources dedicated to the channel - including appointment of a number of full time field sales representatives - while increasing its sales and marketing team by 60 per cent, Rust said.

Bay Networks has about 100 Australian resellers of which 10 are major value-added solutions providers.


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