Thin computing vendor, Wyse Technology, has revamped its national partner program with a focus on rewarding its top resellers.
Director of Asia-Pacific channel sales, Anna Soriano, said the Wyse Partner Network program would divide resellers into three levels: premier, select and affiliate. While each would receive joint marketing support and new sales tools including a revamped partner website, premier and select partners stand to benefit the most.
If a premier partner registered a business opportunity worth more than $25,000 and was subsequently beaten by another reseller offering Wyse product, for example, Soriano said the vendor would award a 5 per cent rebate for finding the business. In similar circumstances, a select partner would be awarded a 3 per cent rebate.
"VARs like this kind of protection because sometimes you'll get resellers going in and undercutting them at the last minute with one per cent margin. Not only does the customer stop seeing the value of the product, but the original VAR loses the deal," she said. Revenue protection was a way to reward long-term partners who spent time promoting and pitching Wyse products, she said. Current gold partners would be transitioned immediately into its select ranks with the rest shaking out into affiliate. Premier partners have yet to be announced.
"I imagine we'll take about 10 resellers straight into select and have about 200 in affiliate," she said. "We'll wait until next March to appoint premier partners, but are only looking at one per state."
According to Soriano, select partners will need to register annual sales of $50,000, including half of that total by next March, before they are considered for premier slots.