Tandberg claims its revamped channel programme has been developed to provide partners with a greater degree of flexibility.
Called enVision, the new programme categorises partners into one of four areas of specialisation – audio/visual specialists, visual communications specialists, systems integrators and services providers. The vendor has also increased the size of its marketing funds and support resources to help key partners accelerate their businesses.
The transition to the new structure will not adversely affect existing partners, Tandberg Asia-Pacific channel director, Adam Britten, said. Partners already had most of the qualifications for their ideal specialisations, although future investments will need to be tailored to the enVision programme.
“Overall, the investment costs will move to become more relevant to each partner, but the levels of investment required will be similar to previously,” Britten said.
The enVision program was in part a result of channel feedback, he said. The vendor is not looking to use the new program as a platform to rapidly expand its partner base, however.
“We're always looking for new partners, but we are still selective over out distribution strategies,” Britten said. He was recently promoted to the Asia-Pacific role, having previously been Tandberg’s local channel head. Britten took up the position just before Cisco won over 90 per cent of the vendor’s shares.
He said it was unclear what impact Cisco ownership would have on Tandberg’s new enVision strategy, but expected it would fit well inside an integrated program.