MailGuard issues new partner directive
- 27 January, 2006 12:12
Managed email services provider, MailGuard, has launched a new channel program that will divide its partners into tiers.
"We plan to introduce a new program in the next month or two, which redesigns the revenue stream of partners," director of strategy, Craig McDonald, said.
Currently, the vendor has resellers (MGRs) that refer business to MailGuard and service providers (MSPs) that can support, manage and bill clients.
Under the new program, each category will be split into two tiers with different commission structures.
A tier-one MSP, for example, will be a reseller looking to grow outside its own client base.
McDonald said MailGuard would provide sales leads to these partners.
Tier-two MSPs would also look to increase revenue but only with existing customers.
MGRs would also be divided into two categories, with varying commissions and support.
"With some reseller partner programs, it is all about pushing what the vendor wants to do rather than what the reseller wants," McDonald said. "We have designed the new tiered program so as not to put the wrong pressures on people."
The Australian-owned company has also hired new personnel to help drive business following the changes. Catherine Greive will be driving the MailGuard Partner Program, which also encourages partners to be more proactive, in the newly created role of national partner manager.
She is based in Sydney.
"Catherine has a lot of experience in the IT and finance industries," McDonald said. "She will work to help us reach common goals with partners.
"There has already been a flurry of new business. Whereas everything used to be reactive, some partners are already identifying issues and offering product trials."
MailGuard opened a Sydney office in late 2004 and set up its Brisbane office in the second half of 2005. It estimates that the balance between direct and indirect sales sits at 35-65 per cent with MailGuard looking to be at 25-75 per cent by the end of 2006.
Current partners include Think Technology, Comparto, Destra Business, Rosser Communications and Envisage.