Firewall manufacturer WatchGuard Technologies commenced a worldwide reseller program on Wednesday, designed to reward resellers for providing expertise to customers, rather than reaching specific sales targets.
The program is said to offer incentives to resellers that host seminars, maintain demonstration capability and certify their staff in up to three product and sales knowledge areas, including firewall/VPN, sales professional and server security.
Resellers will fall into one of two categories, Professional Partners and Expert Partners, which require differing levels of certification and marketing investment. In return, resellers will be given rebates ranging from $US25 to $US1000 per eligible product sold.
Richard Hancock, WatchGuard's regional sales manager for Australia and New Zealand, said resellers will have the ability to gain certification via online exams.
He is optimistic that the program will result in additional sales, but said its main focus is to ensure that only qualified resellers sell the WatchGuard brand and not "all comers".
"Designed to offer a margin advantage as well as a focus on education, we are providing a rebate program that is easy to participate in and will offer end users the benefit of working with certified, knowledgeable professionals," said Lori Dugdale, WatchGuard's director of channel programs.