Security company Clearswift says partners that don’t sell more of its products risk exclusion from its Catalyst partner programme.
The vendor recently introduced another scheme - Double Deal Registration - in a bid to get more partners transacting at higher volumes each quarter.
“There are some partners who are yet to transact any business with us,” says ANZ managing director Peter Croft. “Our focus is to give those guys the greatest likelihood of turning some business over.”
Clearswift sacked an Australian partner from its Catalyst programme in February for not making new licence sales.
“They had changed the structure of their business so they weren’t focusing on us any longer. They just wanted to sit and milk [licence] renewals, which is not where we want partners to be,” says Croft. “You always have to refresh channel partners because some will come into the [Catalyst] programme and won’t turn into a reseller because of their alliances with other vendors. It’s better if they leave the programme and you refresh with new resellers who will commit to the Clearswift brand.”
Under the Double Deal Registration programme, partners can offer end users the opportunity to swap from their current vendor to the Clearswift email or web appliance. The customer receives up to 50 percent discount on the Clearswift Appliance and if the partner is qualified to register a Clearswift deal, 16 percent is added onto the normal 36 percent discount available to solution provider partners, or 24 percent available to sales associate partners. For solution providers, that means a total possible reward of 52 percent for registered tradeup deals.
“If another partner comes in and closes that business for Clearswift, then the partner who registered the deal keeps the 16 percent Double Deal Registration benefit so it turns into a finder’s fee. This means that Clearswift partners can make a handsome return, even if they don’t close the business. We want to put an incentive in for partners to start thinking about Clearswift first.”
The company has also overhauled its Catalyst partner programme, which has three levels — registered partner, sales associate and solution provider. To qualify, a sales associate needs two certified salespeople, while a solution provider must have two certified sales staff and two certified technical staff. Solution providers also get access to marketing funds.
Clearswift wants more local partners on board. “Our main partner in New Zealand is Scientific Software and Systems, but we’d like to have a dozen with three of those at the solution provider level.”