Security vendor SonicWall is hiring channel account managers to work with its resellers to develop new projects and help with training.
The new programme, called SonicU, will also allow some partners to resell SonicWall's training classes for additional revenue. This will only be available for 'Medallion' channel partners, however, who have at least one SonicWall trained engineer and sales representative.
"We don't sell direct and never will," said SonicWall's EMEA director Paul Thackeray.
"Resellers will get a lot more help than they have in the past. We want to work directly with resellers on new projects and help them to close new business."
The training courses will either be instructor led or accessible via the internet, and are designed to allow students to stop and start online courses when necessary.
Attending a training course is now optional but certification will be withheld if less than 75 per cent is scored in the final examination.
"As a reseller I personally think it's a perfect idea," said Socrates Patsalides, director of SonicWall reseller Aflex.
"It offers courses to our employees at much lower cost. As far as reselling the courses, it's good for the customer and us. The only possible disadvantage I can see is in managed security services, where trained end users might not need the service any more."
SonicWall is also expanding its reseller network to concentrate on new vertical applications like finance, government, health and retail sectors. The company has recently started moving into higher end firewalls for large corporates.
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