Storage and data security vendor, Imation, is launching its first mobile security partner program, according to Asia-Pacific (APAC) general manager, Sven Radavics.
The program, which is “fairly typical for the security space”, is broken up into three tiers (platinum, gold, and silver), which are based on revenue commitments, activity commitments and performance. In this case, performance is measured on how a reseller goes to market with the product, how active they are, and sales.
The tiers are open to all partners, meaning that any reseller is able to discuss prospects of attaining a higher level of creditation.
Partners who reach the gold or platinum level become qualified to participate in Imation’s deal registration program.
“Quite simply, deal registration is a tool for forecasting,” Radavics said. “We are driven to do this to encourage partners to share deal information with us so we can make accurate revenue and manufacturing forecasts.”
Resellers who share this information are given most access to resources to close and finalise deals.
Platinum partners also receive regular leads as part of an active lead generation program.
In addition, Radavics told ARN that Imation is launching a refreshed partner portal next week which will be available to all partners. The portal has been simplified in order to make information easier to find and access through a more convenient user interface.
“When we talk about partners, we talk about certified partners, and because we are launching the program just now, the official authorised certified partner number is at zero,” Radavics said. “In Australia, we have 30 odd resellers who are selling the product.”
Radavics added that the vendor is not looking to saturate its channel, but is rather focused on ensuring it has adequate geographical and vertical coverage.
“We have room for 40 committed partners Australia-wide. Once we reach that, the focus will be on helping partners that have committed to us in order to grow their revenue base.”
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