BANGKOK: Intel has announced a new channel benefits program and services training to help partners get more involved in the managed services business.
The Flex + points-based program will launch in the next few months. Vice-president sales and marketing and reseller channel organisation general manager, Steve Dallman, said partners can use the points they accrue to help build their business. Points can be redeemed for demonstration units, business travel vouchers, awards for sales staff and access to Intel consultants.
"A lot of our smaller partners don't have a professional marketing team. They can use the points to access an industry consultant to help them out with that," he said.
Dallman said Intel was also providing platform extensions and hosting tools to assist partners provide hosting services.
"Once partners start offering managed services, the relationship with their customers grows," he said. "They can now integrate and offer services and provide more support, which give them monthly revenues."
One way partners could expand their role was by helping customers obtain more capability out of the vPro cards in their systems, Dallman said. While many people had vPro cards, they often weren't using the managed services capability. Sometimes this was because the customer didn't have enough systems, but Dallman suggested it could also be because partners were not taking advantage of the technology.
Intel will also begin offering online-based training sessions for partners as well as providing additional training for distributors to enhance their Intel expertise.
Dallman said training was one area it had not engaged in as much as it should.
The chipmaker will also be investing more in logistics and support.
"We discovered in Asia-Pacific that we were paying a lot less for logistics than our partners. We are changing the contracts so that we'll pay for the freight and bill them for it," he said. "We are doing that to assist partners so they can make themselves a bit more competitive in the market."
- Julia Talevski travelled to the Intel Solutions Summit as a guest of Intel.