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Trend splits enterprise with new classifications

Trend splits enterprise with new classifications

Enterprise partners of Trend Micro Australia are to be branded Experts or Professionals under new classifications drawn up by the security vendor. The changes coincide with the appointment of LAN Systems as its enterprise distributor.

Trend Micro Australia enterprise director, Damian Thompson, said the new categories would split its National Reseller Organisation (NRO) program into two. The program was launched last year. Classifications would be based on technical skills, specifically, rather than revenue targets or other goals.

Expert partners would have coverage in three capital cities or more, with at least two Trend Micro Certified Security Experts (TCSE) and three Trend Micro Certified Sales Specialists (TCSS) in each state, Thompson said.

Professional partners would need to have one TCSE, one TCSS and one Trend Micro Certified Sales Professional (TCSP) in at least three capital cities.

Thompson said large partners, such as Dimension Data and Alphawest, already exceeded the Expert certification due to their size.

The Expert and Professional certifications also dictate how partners can buy product. Expert partners can choose to buy direct from Trend or via distribution. Professional partners can only purchase through LAN.

For SMB partners, the vendor has also introduced a Premium Associate partner category to sit between its Premier and Associate programs.

To be a Premium Associate, a partner needs to have one TCSS in-house, compared to the Premier program which requires one TCSE and one TCSS or three TCSS. The associate program requires no in-house accreditation.

Benefits for the new SMB program largely mimic the Associate program, but add elements such as sales lead referrals, sales incentives and access to market development funds similar to Premier SMB customers.

Thompson said that 95 per cent of Trend's enterprise business and 100 per cent of its SMB business was through channel.


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