Networking vendor 3Com has targeted resellers with the announcement of enhancements to its partner program.
Due to be officially launched at its biannual partner conference in Sydney from March 9 to 11, it will include an increased role by the vendor in market education and demand generation.
3Com Australia national sales director Jack Sabo said 3Com was committed to its policy of selling solely through the channel. He said 3Com would be promoting its products and services to the end users to allow its resellers to focus more on their core competencies, such as sales and support. According to Sabo, 3Com had wanted to "revitalise" the existing program, to change it from a channel push to an end-user demand creation model.
"We're creating a support framework that will enable 3Com resellers to fulfil demand for 3Com solutions," Sabo said. "This also provides resellers increased service revenue opportunities."
As well as lead generation, the vendor is planning direct marketing, a new 3Com brand campaign and has launched its eWorld loyalty campaign.
Sabo said he believes what the channel wants most from a vendor is the creation of demand for the products, which allows resellers to provide integration services. "They tend to focus on service dollars because that's where they can add value," he said.
"What I think the channel is looking for is a vendor that is letting them make money on the deal as well."
3Com's enhanced partner program will also focus on both sales and technical training.
On the technical side, this can lead to accreditation as a 3Com Master of Network Science (MNS).
3Com has also made available a number of what it calls its Special Partner Program Options. Currently there are three available, aimed at supporting resellers targeting specific opportunities: the Advanced Solution Partner Program; the Network Partner Program and the Vertical Industry Partner Program.