Watchguard has introduced incentives to its partner programme, saying the channel needs to differentiate the company's offering because fewer deal opportunities are available in the market.
The changes include the replacement of its back-end rebate scheme with an up-front discount at the time of a partner’s purchase. Expert partners are offered a seven percent discount, while professional partners can get four percent.
Watchguard has also introduced a five percent discount for partners who register deal opportunities with their territory manager. In addition, there is a new initiative to loan partners evaluation equipment for 21 days while they work with customers on sealing deals.
Australia/New Zealand director for Watchguard, Scott Robertson, says registered members of the Watchguard Secure Partner programme are now contributing a greater proportion of revenue. He says their contribution has increased from about 30 percent two years ago, to about 60 percent now.
The vendor also invested in its channel and direct sales teams last year, hiring a Northern territory manager (the area covers New Zealand and some Australian states), and a Southern territory manager for the remaining Australian states.
It achieved 30 percent year on year growth in Australia/New Zealand in 2008.