Thin client vendor, Wyse Technology, has rolled out a new partner program designed to bring a more structured approach to its channel operations.
The new program gives resellers the chance to enrol as an authorised Wyse partner simply by logging onto the vendor’s website. They can then proceed to gold and platinum status after gaining training accreditations through an online Web university scheme.
“Accreditation will be linked to the knowledge and investment resellers put into their Wyse business,” Wyse regional marketing manager, Stevan Caldwell, said. “We wanted to reward top partners and involve distributors more in our business.”
The new program will be administered by Wyse distributors, Alstom IT and Express Data, with marketing development funds available to gold and platinum members.
To be eligible, resellers need to purchase $US10,000 of Wyse equipment from distributors during a quarter. This entitles them to 1 per cent (gold) or 1.5 per cent (platinum) of their spend – which could be used for events, marketing campaigns, purchasing evaluation units or sending engineers on training courses in the US.
Gold and platinum partners would also receive qualified sales leads from a telemarketing company and free demonstration licences for software upgrades. They would also be listed under Find a VAR on the Wyse website. For gold accreditation, resellers need to have two members of their sales team complete two online training modules – one in general information about the vendor, the other a Wyse Winterm sales certification – as well as having a dedicated Wyse page on their company website.
Platinum status requires additional certification in advanced Winterm sales and software sales. All certifications are valid for 12 months.
Wyse general manager A/NZ, Rick Ferguson, said there would be no limitation placed on the number of gold partners the company would work with but he envisaged six or less platinum partners being appointed by invitation only.
The first of these would be onboard within six months, he said.
“The issue with platinum is that we have to make sure it’s the right organisation to represent us,” Ferguson said. “It would be awful to make appointments and then find another [partner] that would be more justified.
“We obviously have an idea of who’s out there and doing a good job for us. We may run the platinum partnerships on a regional basis or aligned to industry verticals.”
Attendance at the breakfast briefing at Sydney’s Milsons Point was disappointing, although this was hardly surprising when you consider that two major vendors held their partner Christmas parties the night before.
Caldwell also used the event to announce the appointment of Highpoint as a national service centre.