Ipswitch takes top level VARs direct, cuts discounts for others

The Network Management division of Ipswitch isinducting toplevel Gold partners into a new two-tier programmeand will reduce discount levels to Silver and Bronze leveldealers through sole distributor Computerlinks in a channel shake-up. Although Ipswitch and Computerlinks are still working together a

The Network Management division of Ipswitch is inducting top level Gold partners into a new two-tier programme and will reduce discount levels to Silver and Bronze level dealers through sole distributor Computerlinks in a channel shake-up.

Although Ipswitch and Computerlinks are still working together amicably, UK and Ireland channel manager Steve Demianyk said that reducing discount levels available through distribution was designed to "encourage those that are not just fulfilment houses to migrate upwards."

The IT management solution vendor currently has seven Gold partners that transact approximately 50% of its business in the UK and Ireland.

Demianyk said that those providers had been asking for increased vendor support on its WhatsUp Gold package, and said that moving them out of the Computerlinks fold was a natural progression.

"The distributor has so many other vendors that naturally they'll give more attention to higher revenue ones. It is being pulled in other directions," he told MicroScope.

The revamped programme includes a new Premier Partner Portal, a deal registration and lead-sharing programme and tiered discount levels that Ipswitch claims will provide double-digit margins.

Other perks will include access to technical and pre-sales engineering support on WhatsUp Gold, as well as exclusive promotions and incentives and self-certification tools.

Computerlinks director of core technologies, David Caughtry, said the initial decision to take control of the Gold partners had been made at the start of the year and "came as a surprise to us given the longevity of our relationship."

However, he added: "We will continue to service the lower tier partners and provide the same services that we always have done."

Caughtry stressed that Computerlinks' relationship with Ipswitch's File Transfer division remained unchanged.

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