Quick Eagle Networks, a US-based wide area network (Wan) access and network management vendor, is launching a formal partner accreditation programme in response to concerns over channel conflict.
Formerly known as Digital Link, Quick Eagle sells Wan access and management products for broadband applications and is looking to boost its channel presence in the UK and sign up new partners.
Torsten George, director of channel development at the vendor, told vnunet.com: "We know that the channel wants a clear programme. It means everyone knows what they can expect, how much marketing funds they get, what discounts and so on.
"This should increase the trust of our partners. If you don't have a formalised programme you'll have channel conflict."
The partner accreditation scheme, due for launch in September, offers Bronze, Silver, Gold and Platinum levels depending on the revenues generated by sales of Quick Eagle products.
All levels of accreditation offer technical training and joint marketing programmes and discounts of up to 50 per cent off demo units.
"The new programme will help partners run campaigns with complementary sales collateral and promotional items. The more they sell, the more help we give them," said George.
He added that the programme would also address channel motivation and quality control issues, and help in the company's plan to sign up new partners.
"In Europe we don't have a master distributor so we're looking for a super-VAR that takes on that distributor function," explained George.
Quick Eagle will continue to sell direct to carrier customers, but sales to enterprise customers will be pushed 100 per cent through the channel.
This currently consists of one OEM partner, Black Box, and 15 resellers. It plans to add 10 reseller partners in the near future.
J P Steward, operations manager at reseller Open Networks, welcomed the principle of the announcement.
"Having a structure would help us to make an effort over competing products," he said. "But if they're just going to accredit anyone who comes along it becomes a bit of a farce."
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