Information security company Clearswift has extended two partner incentive programmes in Australia and New Zealand.
One elevates existing and new Catalyst partners from basic “registered” to “sales associate” status while the second guarantees pricing against competing web and email security products.
“We recognize that we’re in a reasonably mature market from an email and web security perspective in both those countries,” says Chris Barton, regional channel manager. “So we’re trying to make it easy for them to come on board and then...reward them straight off the bat for doing new business.”
Barton joined Clearswift late last October and has been on an active partner recruitment drive on both sides of the Tasman. Barton says Clearswift currently has “three or four” partners with tentative plans to expand that number to a half-dozen.
Existing catalyst registered partners have until April 13 to undergo online training to be given permanent sales associate status; new partners that sign on through April 13 have 90 days after registration to complete the training. Sales associate status includes “more generous margins” and enhanced support. The price guarantee offers 20 percent off competitors’ renewal quotes through March 31, a promotion that Barton says will offer value without eroding “partner margins or dual-registration margins.”
Barton says his overall goal is not to increase partners by great numbers but to fill geographic or vertical gaps in the channel.
“We’re trying to be a little bit more strategic , a little bit more targeted than that,” he says. “So, really it’s finding the right partners that suit our business and to make sure we suit theirs.”