Distribution Central has launched a new reseller program aimed at boosting cross-solution selling and partner education.
Distribution Central sales and marketing director, Nick Verykios, said the program has taken more than a year to develop. The distributor hired a third-party to ask resellers what they wanted.
“It’s come off the back of our successful Mania program, which has become a bit of an institution,” he said. “Cross-solution selling is very important because with advanced and emerging technology, not one product sits in isolation.
“For example, an advanced storage solution can cover four or five different technologies in WAN optimisation, security and more."
The program is open to all partners, free of charge. The main prize on offer is a fully-paid adventure trip to Queenstown, New Zealand. Five-day’s worth of Red Education training points is the second prize.
Resellers gain points for selling select products, making cross-solution sales and meeting license renewal goals. Each reseller is placed with one primary business unit, with one point awarded for every dollar spent on other business units. Two points will be awarded for each dollar spent through Distribution Central's Annuity Systems business unit. Other Distribution Central business units include Firewall Systems, NetWorld Systems, SAN Systems and Unity Systems.
“We’ve got a rating program that allows it to be fair for everyone,” Verykios said.
Four Australian categories for winning are:
- Channel Master – The partner that earns the most points
- Channel Pro – The partner that shows the most improvement
- Channel Star – The SMB partner that shows the biggest percentage improvement
- Channel Scout – The partner that gained the most points and joined after July 1, 2009
Verykios was keen to add that none of the participating vendors were competitors, despite the strong demand from vendors to become sponsors.
But he said there would be no friction between the distie and the suppliers unable to join up.
“We didn’t expect such a take up. We had to revise the program half way because we didn’t expect that many of our vendors to support it,” Verykios said.