NEC will be introducing a new national accreditation program for partners following the re-organisation of the business.
It now has a unified channel business, which was previously made up of disparate divisions covering three programs across Unified Communications, Nexstep and Digital Display.
NEC national channel sales director, Anthony Carilla, said each program will continue to have its own distinctive flavour, but the difference is that they will be underpinned by a common national accreditation program.
“We initially launched it about 18 months ago through our Unified Communications partner program, but now we will be commencing the process of evaluating the other two programs and determining the best way we can implement the national accreditation program,” Carilla said.
It features Elite, Prestige, Advanced and Affiliate tiers, which are based on a number of criteria such as technology skills sets, along with certifications based on the industry and training.
Some of the advantages of the national program include the ability to train, accredit and support all types of partners across the different products and services supplied by NEC.
“That will provide our partners with greater opportunities and it will enhance our ability to leverage our position in the market,” he said. “We want to create a seamless engagement model that delivers minimal conflict and one consistent message.”
NEC also created a commercial framework called the Accreditation Support Program that entails three specific initiatives including marketing, training and rebate support funds. It is designed to provide an incentive for channel partners to achieve and exceed their KPIs, he said.
Collectively, NEC has about 300 partners in the local market and about 50 per cent of its business is indirect compared to direct.
Carilla hinted there will be more changes down the track through supplying new solutions and services via the partner program.
“It could include an online capability,” he said. “We’re looking at ways that we can do business with our partners and their customers.”