Veritas is retooling its channel into a structure which the storage software vendor claims will bring a smaller number of partners more deeply into engagement with its customers, including its handful of large direct accounts.
The changes, including a distribution review by tender process, were set to come into effect this month, recently appointed channel manager, Bruce Lakin, said.
The vendor is also renegotiating contracts with its tier one Elite resellers based on their areas of specialisation.
With 12 Elite partners currently on the books, Lakin hoped the new model would see their engagement change substantially into a more collaborative relationship.
They would be brought into play with Veritas’ eight or nine direct customer relationships in Australia and other targeted customers, he said.
“We’ve had a Veritas-led, channel fulfilled model,” Lakin said. “Now we will try to do more proactive and planned repeatable business with a smaller number of resellers.”
Veritas would spend 50 per cent more on channel marketing in 2004, he said.
Its channel re-engineering will involve restating discounts, and tweaking the training and accreditation, pricing and buy breaks for the channel.
Second-tier resellers would benefit from demand creating marketing programs, and greater differentiation based on their specialisations and expertise, Lakin said.
Veritas would also tweak its distribution model, with distributors managing smaller enterprise resellers on its behalf.
While Veritas had planned to announce the new distribution line-up this month, the vendor has informed its current partners that the review has been delayed.
Express Data software manager, Donna Adam, said the distributor was still waiting to receive tender documents from Veritas.
The vendor had advised that the distribution line-up would be decided on the results of both tender documents and additional meetings, Adam said.
“They’re certainly a very important vendor for us, not just in terms of the revenue they generate, but also our position in storage.”
Under the internal realignment of Veritas’ channel staff, Lakin will head up the channel team.
Sales director, Craig Scroggie, will run the direct sales side. He joined Veritas from Computer Associates in January.
Lakin, previously CEO of Prophecy International and general manager of Toshiba’s information systems division, said the channel changes followed partner consultation and a review of the company’s Australian and US channel models.