Hoping to capitalise on a 50 per cent jump in its local sales over the past quarter, network traffic management vendor, Allot Communications, has launched a new channel program.
The program is targeted at growing the company's reseller base and further boosting sales, its regional sales manager A/NZ, Jonathon Gordon, said.
"What the program does is consolidates what we have achieved so far," he said. "In today's market, distribution is so volatile that resellers want to feel that they have a relationship with the vendor."
A maturing market and the opening of a local office had both grown the company to the point where it needed a formal program, Gordon said.
"We have turned a lot of the potential in the market into sales a lot quicker than expected, and the market has also matured to the point that customers are now approaching us," he said.
The new program will consist of two tiers of partners, silver and platinum, differentiated by the degree of margin, training, education and marketing of each. The program is however different from the average program when it came to demonstration units, Gordon said.
"You really need to show a customer the solution for them to understand what it can do," he said. "So we have been really aggressive on pricing of evaluation units to the channel. They get a discount on the first one and some off the following five units so they make their money back on the original demo unit."