Sourcefire increases deal registration incentives

Web security specialist Sourcefire has ramped up its rebates for deal registration in an effort to encourage resellers to log their activities sooner in the sales cycle. The vendor has traditionally offered a 5% discount for registering deals but this has been increased to 20% as it looks to reward

Web security specialist Sourcefire has ramped up its rebates for deal registration in an effort to encourage resellers to log their activities sooner in the sales cycle.

The vendor has traditionally offered a 5% discount for registering deals but this has been increased to 20% as it looks to reward exiting partners and attract fresh faces to the fold.

Anthony Perridge, EMEA channel director for Sourcefire, said that it had taken the decision to be aggressive with the deal registration after consultation with resellers.

"A reseller is always going to thinking about margin and return on investment and working with enterprise security products means the sale cycle can take three, six or twelve months and they are looking to see if it is going to be worth the effort," he said.

He added that it wanted resellers to register a deal at the start of the process to gain the discount early on rather than to wait.

Steve Smith, managing director at Pentura, said it had been registering its activity at the earliest opportunity but the incentive of a greater discount would help cement that process.

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