SonicWall boosts reseller programme

Internet security appliance vendor Sonicwall is improving its reseller programme in an attempt to hold onto the resellers it has signed through its channel development programme.

At the end of 2001 SonicWall had signed up 150 resellers and planned to increase this to 300 by the end of 2002. But it has now signed 500 through its channel development programme.

The company decided to make changes to its reseller programme because they can choose between so many vendors. In the tough security market, it wants to ensure resellers are offered better levels of support and benefits.

SonicWall is increasing discounts in relation to reseller sales volumes and will give rewards to resellers that hit sales targets. "The more they sell the cheaper they can buy products," said Harry Gostling, SonicWall's UK country manager.

"Resellers have a lot of vendor choice in the security industry so we are paying them back for their loyalty."

Other enhancements for gold and silver partners include a new reward scheme, increased after-sales support, marketing and lead generation.

"The US has adopted the partner programme that we introduced in the UK and they have enhanced it. We are now adding some of the changes to the UK programme," said Gostling.

Sonicwall reseller FWCS is hoping for an upgrade from silver to gold partner status this month. The firm's managing director, Francis West, said the vendor's products were ideal in the small and medium-sized enterprise sector.

"Support, lead generation and marketing are more important than the price because this increases business, and when there are technical issues it gets sorted out quickly," he said.