With more users looking to take advantage of flexible working the demand for tools that allow a seamless experience on the corporate network regardless of device or location is driving growth in the market and leading to the change in approach to partner relationships.
AppSense has seen the mid-market start to take-off for workspace technology that provides access, consistent user experience and security and as a result has responded to reseller calls for more support.
As some of its resellers help roll-out projects that involve thousands of seats the vendor has responded to calls for more training as well as a chance for a programme that provides partner differentiation.
Having announced the launch of a platinum tier earlier this year the firm is in discussions with partners and is getting closer to appointing two or three to the top level of its programme.
But it is also has acknowledged that it needs to provide more support for the channel and is putting all of its educational material into the cloud and will allow those seeking to gain certifications access to more material.
Nick Lowe, senior vice president and general manager EMEA at AppSense, said that the market was in transition and more customers were looking for channel partners to help deal with securing and enabling more mobile access.
He admitted that up to now it had tended to operate an ad hoc policy towards partners but now wanted to formalise the situation to try and make sure that the channel took advantage of the current market growth.
"More partners are coming to the market place and we have had demand from partners [to formalise relationships] and we are at the right stage in our evolution to do that," he said.
Discussions with those likely to achieve platinum status are close to a conclusion and as well as making more training material available the vendor also recently introduced deal registration.
Remco Postma, area vice president, SI & channels EMEA at AppSense, said that resellers had called for more help in differentiating themselves from the competition and wanted to get more skills.
He added that it had centralised its MDF funds to make it easier for partners to apply for funding for projects and it had invested in its inside sales team to generate more leads for the channel.