Security appliance vendor Watchguard Securities is boosting rebates to resellers as its products become more complex.
Members of its Watchguard Secure Partner (WSP) programme are set to receive up to seven per cent in rebates on its Firebox System and Firebox Vclass products.
The vendor will ensure that the rebates are paid every month automatically, saving resellers paperwork.
There are about 40 WSPs in the UK, and they will be rewarded depending on their skill levels. 'Professional' level partners will receive an automatic four per cent rebate, while top level 'Expert' partners will get seven per cent.
"Rebates are always important, but we have increased them because the products have become more complex," explained Jeremy Butt, European vice president at Watchguard.
The move should encourage resellers to train in security, opening up new margins for value-add services, added Butt.
Ian Kilpatrick, group managing director at Watchguard distributor Wick Hill, predicted that the rebates would boost reseller take-up of its Application Specific Integrated Circuit (ASIC) based Vclass products aimed at the enterprise market.
"This will drive the Vclass because many Watchguard resellers are more than capable of selling the ASIC technology that the vendor acquired [from Rapidstream] last year," he said.
Over the last 12 months Watchguard has halved the number of its UK distributors, from 10 at the end of 2001 to Azlan, Ingram Micro, Northamber, Unipalm and Wick Hill today.
Butt said the company was making sure that it was not over-distributed. "We are not suffering margin pressure at the moment because, despite competition in projects, customers are looking for the expertise that resellers can provide," he said.
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