NAI throws out the reseller margin lure
- 06 August, 1999 12:56
Network Associates (NAI) is hoping the lure of healthy margins and a commitment to channel partnering will boost revenue streams and strengthen acquisition plans.
The corporate security and antivirus specialist recently launched its Gold and Silver Partner programs in a bid to garner support from both large and small channel players.
"There are thousands of resellers out there and we want them all," Paul Muller, Network Associates' managing director said.
Muller explained the two partner programs are designed to allow any reseller to decide what commitment it will make to the company.
For example, a small computer retailer can sell antivirus products under the Silver Program with a single customer licence without committing to large quantities, while larger players such as Anite, NetStar, and Software Spectrum have committed to much larger amounts.
"We have passed many millions of dollars through Anite," Muller said.