Infrastructure management solutions provider, Opengear, has unveiled changes to its Australian Certified Partner Program which it claims will boost value-added sales of its secure remote infrastructure management technology.
Opengear national sales and business develop manager, Brendan Baker, said the single-tier structure is a more appropriate model for the vendor’s ‘disruptive’ technology which “challenges the status quo within the remote access market.”
“By providing direct access to sales support and offering improved margins for stronger sales performance, the new partner program will attract more system integrators and solution architects to design and deliver solutions based on Opengear technology,” he said.
A key component of the new partner program is deal registration, whereby partners are able to record opportunities through a personalised resource dashboard within the vendor’s partner portal.
Resellers will also be granted access to further: market development funds, amounting to double last year's; discounted product demonstration kits dependent on the value-add the reseller brings; and expanded training opportunities.
While an Opengear statement said dedicated channel managers will handle accounts, Baker has confirmed he will be taking charge of this initially.
The refreshed program will launch this week at the Cisco Live exhibition and conference in Melbourne.
All of Opengear’s resellers, over 20, are eligible to move to the new program.
Baker said Opengear is looking for new resellers, but is employing a targeted approach.
"We'll be focussing our efforts on building the skill sets of those partners that we believe can help serve the end users and build sales across Australia," Baker said.