Internet security specialist SonicWALL has rolled out a global channel program designed to present a single corporate image around the world and reward partners meeting commitment requirements. Senior marketing director, Geoff Stedman, visited Australia last week to meet resellers and introduce the Medallion Partner Program.
“Putting together a global program allows one part of the world to benefit from what another is doing in terms of seminar materials or sales tools and creates a consistent message for our partners,” he said. “So much information is Internet-based and it can be confusing or discouraging for resellers to read about programs being implemented in another region that they are not eligible for.
“We are also trying to solidify business development relationships through gold and silver status for resellers showing commitment to SonicWALL There are volume thresholds but these will not be enforced to the same level as loyalty.”
Silver partners will be required to have at least one engineer trained as a Certified SonicWALL Security Administrator (CSSA). Gold status is achieved through having two trained CSSA engineers and being certified in the SonicWALL global management tool.
Gold and silver partners will accumulate marketing development funds, be given marketing materials and sales tools, have access to an online channel portal and be trained on new products prior to announcement, the company said.
It has 56 accredited resellers that are eligible for the Medallion Program but has been “testing the water” with regard to commitment, revenues and sales volumes, with somewhere likely to fall back into approved status while a select handful would be reclassified as gold partners.
The Medallion Partner Program was rolled out in the US, Canada and Japan in the last quarter of 2002. Announcements in Europe, Asia-Pacific and Latin America during this quarter complete the model.
For more on SonicWALL, including its mooted plans for channel rationalisation in Australia, see next week's issue of ARN.