D-Link poised for partner programme launch

Networking vendor D-Link is ready to roll with a brand new incentive-driven partner development programme tailored to meet the needs of the Middle East channel community.

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By  Stuart Wilson Published  September 11, 2004

Networking vendor D-Link is ready to roll with a brand new incentive-driven partner development programme tailored to meet the needs of the Middle East channel community. D-Link Middle East will unveil full details at Gitex. The vendor is also planning a revamped strategic business partner development plan designed to inform, support, enhance and motivate channel activities. With a broad product portfolio covering everything from complex enterprise networking kit right the way through to fast moving retail products aimed at individual consumers, D-Link’s new partner programme will aim to appeal to all channel sectors. “We are reaching a point in the Middle East where the channel is really starting to mature in terms of business segmentation. D-Link will help them realise the value of positioning by helping them to effectively focus on a specific area,” said Wilson Xavier, business and support manager at D-Link Middle East. At a retail level, D-Link will rollout a specific programme aimed at driving sales with a focus on products aimed at the small office home office (SOHO) sector. Retail partners eligible to join will enjoy volume-based privileges and financial benefits as well as receiving training. Developing D-Link’s regional channel of network and systems integrators will also be a prime objective for the new programme. D-Link will offer a full range of support and training designed to create a high-level of confidence between vendor and partner. At the distributor and reseller level, D-Link plans a series of regional promotions that will provide additional benefits to top performing partners. “From a vendor perspective, it is important to us that the channel receives training that lets them understand the uniqueness of D-Link’s product offering and how best to take it to customers and get the benefits in terms of revenues and profits,” added Xavier. “It is also important for us to ensure there is reasonable room in the channel for partners to be profitable selling D-Link’s product line." D-Link’s new channel programme reflects its desire to start segmenting its channel partners in a precise and focused manner. The company also plans to further extend its regional presence by opening new offices in Pakistan and Iran. D-Link currently has offices in Dubai, Egypt and Turkey. “The new offices in Pakistan and Iran will be up and running within 60 days,” said Xavier. “The people are in and we are finding the right office and will then fulfill any legal or commercial requirements. We are also looking at rolling out an office in Saudi Arabia as well as one in Morocco to support the French speaking countries of North Africa.”

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