Networking vendor 3Com is increasing reseller rebates for certified partners as it bids to increase the proportion of business that goes through members of its Focus partner programme.
The 100 per cent indirect selling vendor used its University Live 2002 channel event in Frankfurt to announce the changes.
"We are putting more money into the deals to make them more attractive to certified partners," said Stanimira Koleva, EMEA channel director at 3Com.
"We want to see 85 per cent of our business in EMEA going through certified partners and decrease the number of non-certified partners."
The company will achieve this through improved terms and conditions, including rebate increases of up to three per cent for certified resellers.
Certified resellers currently account for 65 per cent of sales, and Koleva explained that the move is aimed at giving focused resellers better returns on their accreditation commitments.
Certification programmes will also be revamped with requirements for system integrators being increased. "We are increasing the number of certified engineers and sales people required," said Koleva.
Three new certifications are to be introduced this month to focus resellers on the key areas of security, wireless and services, and the vendor looking for dedicated partners.
According to Koleva, 3Com hopes to sign up to 50 wireless, about 10 security and two or three services specialists. These will come from new and existing partners.
Clare Wales, 3Com sales specialist at distributor Westcon, pointed out that these areas are not new but that the increased focus will benefit resellers.
"This is a good move because 3Com is drilling into key technology areas so that it can focus better on supporting its resellers in the right way," she said.
The margin squeeze is cited as a major reason behind the new services focus.
Buddie Ceronie, UK head at 3Com, said: "We are bringing about this area of authorisation to increase channel margins and we see services as an ideal additional margin for focused resellers."
Advanced hardware replacement and consultancy, as well as installation and commissioning, are seen as key value-add areas, according to Ceronie.
Separately, former UK country manager Paul Malcolm has now left 3Com after his position was made redundant in September.
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