Fluke Networks readies to rollout new channel programme

Vendor plans to introduce new reseller partner programme in Middle East and Africa

Tags: Fluke Networks
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Fluke Networks readies to rollout new channel programme Auer says Fluke Networks is expecting to start rolling out the new channel programme in Q2, 2015.
By  Manda Banda Published  March 22, 2015

Data centre network and application performance monitoring solutions vendor, Fluke Networks has revealed that it’s finalising the launch of its new channel partner programme, designed to provide partners in the Middle East and Africa (MEA) with a complete end-to-end solutions portfolio for their customers in the areas of network and application performance management and, wireless LAN (WLAN) security and network monitoring.

The programme, as part of the Borderless Enterprise launch, which will be launched in parallel to the US and Europe, provides partners with access to Fluke Networks’ portable and data centre network and application performance monitoring technologies for both wired and wireless networks, as well as network (application) performance management services delivered through the cloud.

The company said in order to ensure partner success in offering its solutions, the programme provides in-depth training and certification, and special discounts for partner members.

Gerhard Auer, VP, Sales EMEA at Fluke Networks, said the company has already started the partner evaluation phase for the Middle East with a view to setting up a two-tier distribution model across the region. “We are seeking to work with both the tier one SIs, for bigger IT projects and value-added distributors (VADs), who will help us to recruit VARs and solution providers across the region,” he said.

Gerhard added that the company is expecting to start implementing the new channel programme in the second quarter of 2015 with emphasis on recruiting, training and certifications. “While the channel business for our solutions is growing across the Middle East, this type of business in general is more challenging for our partners,” Gerhard said.

Fluke Networks said once rolled out in the region, the programme will provide access to its Borderless Enterprise end-to-end solutions array and in order to ensure partner success in offering these solutions, the new initiative will concentrate on training and getting partners certified.

To be considered for the programme, resellers must have established relationships with target segments and customers, a business practice focused on wireline or wireless networks, a desire to drive high margin revenue by offering complementary services and a demonstrated commitment to the Fluke Networks product line.

“Our range of solutions includes portable and data centre network and application performance monitoring technologies for both wired and wireless networks, as well as network performance management services delivered through the cloud,” he added.

Gerhard pointed out that the company is aiming to grow its vertical focus with SIs in the region to target the utility, government, financial services, education, oil and gas, and health sectors. “We are expecting to see further growth in Oman, UAE, KSA, Qatar, Kuwait, Turkey and South Africa once the channel programme in implemented,” he said.

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