Clearswift goes back to basics with channel approach

Clearswift has kicked off a revised partner programme that places simplicity and transparency at the heart of its approach

Having identified the need to re-engage with its channel partners in order to grow the business and provide better rewards for those resellers that sell its products Clearswift has dusted down its approach with a back to basics indirect programme.

The vendor has channel focused staff at the helm and in the UK Ciaran Rafferty, senior vice president of sales, has been working alongside recent recruit Helen Wood to roll out the firm's Catalyst partner programme.

The security player has been candid with partners in recent months admitting that it took its foot off the pedal with the channel and views the programme as a chance to get back in front of resellers.

Wood, vice president of channel EMEA at Clearswift, has been on board for three months and has been building the new programme very much with an emphasis on transparency and encouraging resellers to sell more of the firm's portfolio.

Opting for a bronze, silver and gold tiered approach Woods said that the main aim was to make sure partners understood the programme, could gain clear rewards and understood what Clearswift could offer.

"We didn't want to go for partner categorisation using complex names but wanted to go back to basics with the bronze, silver and gold," although she hinted there would be an option to introduce a platinum level at some point in the future.

She added that a lot of the discounts and margin levels were never clearly written down in the past and sometimes a reseller could find they were not getting the deal they expected from the vendor.

Rafferty said that in its many discussions with partners the clear message that came across was a demand for consistency and a relationship with the vendor that protected deal registration and set out clear rewards.

He added that Clearswift was changing to meet the needs of the market and its channel was a key part of driving future growth and it was all too aware that once trust with partners had been broken it would be lost.

He added that the response from the channel was already delivering results and it had seen a 32% in new business in the last six months.

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