SonicWALL polishes partner programme

Security solutions vendor SonicWALL has polished its Medallion Partner Programme in EMEA. A restructuring was recommended at the inaugural meeting of SonicWALL’s EMEA Partner Advisory Council.

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By  Stuart Wilson Published  September 21, 2004

Security solutions vendor SonicWALL has polished its Medallion Partner Programme in EMEA. A restructuring was recommended at the inaugural meeting of SonicWALL’s Europe, Middle East and Africa (EMEA) partner advisory council. Top of the change agenda is a reclassification of SonicWALL’s EMEA partner categories. Resellers with approved partner status become Registered resellers. Silver and Gold partner classifications remain in place but those who wish to continue working at this level must first sign new master agreements. SonicWALL will also add a brand new top level Platinum partner category open to resellers by invitation only. SonicWALL anticipates having between 100 and 150 Silver partners in EMEA with 50 to 60 Gold partners and six Platinum partners. To support the new programme rollout, SonicWALL will also debut a new partner portal offering greater benefits and interactive lead management. “SonicWALL has built a strong channel in EMEA,” said Koen Philipsen, vice president for EMEA at SonicWALL, “and our Medallion Programme has been instrumental in this. We recognise, however, the need to keep the programme under constant review to help our partners take advantage of market changes.” “The changes announced today mean that partners are no longer categorised purely on revenue achievements but rather on their investment in knowledge and certification. The evolution of the Medallion Partner Programme is key to enabling our partners to maximise new business opportunities,” he added. The four level programme, based on partner commitment, delivers a range of benefits including preferred buying conditions, new service benefits, sales incentives, additional co-marketing activities and regular communications. NASDAQ-quoted SonicWALL opened a Middle East office at Dubai Internet City (DIC) responsible for managing SonicWall’s operations in the region back in May. “SonicWall recognises the value of the Middle East market, which has one of the highest technology adoption rates in the world. Our strategy is to build a team of seasoned professionals familiar with this region dedicated to developing and supporting our valued channel partners and increase our market share,” commented Antony Chapman, SonicWall’s director of sales in the region speaking at the time. “Our team has also secured a number of strategic customer accounts since the beginning of this year,” he added.

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