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SonicWALL to Boost Partner Growth, Profitability
By
ChannelTimes Staff
International Desk, Mar 22, 2007
SonicWALL today announced major updates to its Medallion Partner program aiming to meet evolving needs of the reseller community by enabling them to compete more effectively while differentiating their offerings. It also provides added potential to build profitable recurring revenue streams.
The Medallion Partner program is designed to deliver enhanced opportunities for growth and profit to a broad set of channel partner business models. "Our goal is to make it easier and more profitable for our channel partners to do business with us," said Michael Valentine, vice president, Americas Sales, SonicWALL.
He further added, "Our expanded Medallion program is the culmination of hundreds of conversations with our partners to understand how their needs have changed. Each tier of the new program has been designed to provide the opportunity for improved ROI and more predictable revenues for different channel partner categories."
With the new program, SonicWALL now recognizes the specialized needs of two evolving channel business models- Direct Market Resellers (DMR) and Value-Added Merchants (VAM). While DMR would sell high volumes of a broad set of security solutions, VAMs are resellers of solutions and services with industry or regional specializations, whose primary sales and support mechanism is via phone or Web. This is the first time any vendor is creating a focused program for the VAM category.
"A one-size-fits-all program cannot reflect the realities of today s channel environment," added Valentine. "DMRs require marketing resources to help them be effective in a high volume, transaction-based business, while VAMs tend to sell to second- or multiple-time purchasers, requiring a little more attention for each sale. In contrast, our Medallion partners frequently act as a virtual IT department for their end customer. This new program not only accounts for, but is equipped to reward widely differing business models."
The program also places emphasis on business planning, partner certification and staffing levels.
For its Gold, Silver and Approved Medallion partner categories, SonicWALL has created a new incentive structure encouraging growth of a balanced hardware and software services-based business and support the growing popularity of the managed services model.
To assist Medallion partners in growing their customer bases, SonicWALL has redesigned its marketing and sales support programs, offering a comprehensive set of pre-designed marketing tools, creating a new field sales organization to develop and execute programs on behalf of partners, and allocating dedicated inside sales resources. The Market Development Fund (MDF) has been redesigned to allow partners more easily to plan marketing activities based on identifiable, accrued amounts of co-funding.
For DRM and VAM partners, SonicWALL offers resources including co-operative marketing funds, offering partners monthly access to funding based on program guidelines and identified ROI, and targeted program rebates available on a quarterly basis.
"SonicWALL's new program recognizes the changing realities in the channel partner community," said Deepak Thadani, president, SysIntegrators, a SonicWALL Gold Medallion partner. "We are moving away rapidly from the old model of hardware sales today. The Medallion program supports our evolved market focus and gives us new potential for strong margins, recurring revenues, and the ability to create business continuity for our customers."
Channel Partners are elated with the enhancement in the program, inclusion of newer tiers of channel community and incentives.
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Yes The Security solutions is now a days becoming a serious issue even in small cities, since Geography is not a criteria for Security threats. Sonic Wall do have a good potential in Kolhapur Region but need to cultivate. Please advise me. |
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- Praveen,
SUKRUT Marketin, Kolhapur
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HI
RESPECTED SIR/MADAM
I am UPENDRA SHARMA ( BUSSINESS MANAGER ) As I watch your ad on site I am interested in your offer and shortly I am going to open my new division in Jaipur by the name of COMPUTECH SYSTEMS. I want your dealership in Jaipur if you are interested towards it. Just send me details about your product electronically as well as hardcopy to me mailing address please send me brochure of your product. As soon as possible?. I am opening my shop on 27th of March, 2007
Thanks & Regards
UPENDRA SHARMA
CompuTech Systems (Name of the Brach in Jaipur)
(ProVee TECH Computer?s)
28th, Shiv Marg, Behind Chambal Power House,
Hawa Sarak, Jaipur 302019.
Phone No. ? 0141- 2296742 / 9887424881 ? 9887484859
9887484869 - 9414236253
E-mail :- proveetech.jaipur@gmail.com /
upendrpr@gmail.com
proveetechinfo@yahoo.com
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- UPENDRA SHARMA,
ProVee TECH COM, NANI DAMAN
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