RSA Security has announced a global revamp of its SecurWorld partner program.
The revised initiative will offer online sales and technical certification, a percentage reward for registered new business and increased rebates for those who maintain certification, sell new products and acquire new customers.
The vendor's Web-based RSA SecurWorld Partner Portal will manage the program and offer various sales and marketing services.
The update is an effort to better compensate the work of its disparate partner base, alliance and channel manager, Chris Wood, said. "When we look at our partner base, 80 per cent of new customers come from smaller partners, yet 80 per cent of revenues come from our larger partners," he said. "So we are trying to reward smaller partners for gaining new business while at the same time rewarding larger organisations for their continued commitment to our product."
Gaining access to new customers was a particular focus of the new program, Wood said. Though relatively successful in the finance and telco verticals, RSA would use its new program to encourage partners to target the broader market, he said.
"I don't see a particular vertical as being absolutely ripe as the whole market has a generic acceptance of RSA and SecureID," he said. "So it is about how we grow implementations and our presence."
Wood said sales growth had already tripled during the past three years and predicted the new program would see revenues double in a similar period.
"We have revenue targets but our real goal is to have a certified, competent channel," he said. "The simplest solutions are being put into a box so partners need to be knowledgeable about how the products integrate and how they can add value."