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Trend Micro Offer Increase Profitability For Its Middle East Channel Community
Published Oct 2, 2011
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Trend Micro Inc.; a global cloud security leader, announced an aggressive new Partner Programme, focused on rewarding proactivity, driving new business and customer retention, delivering greater rewards and reviewing partners who are underperforming.
Despite tough economic times, industry analysts including Gartner, IDC and Forrester recognise that the Internet Security sector has posted year-on-year growth, and that the growth is forecast to continue. Further in-depth research by Trend Micro, conducted with its extensive partner network and across the wider channel, has clearly shown that this sector represents a significant revenue opportunity for partners selling both traditional and cloud computing security solutions.
Yet the research has also shown that the rapid pace of change in this industry is exposing weakness across some parts of the channel. Many partners are relying too heavily on easy repeat business, rather than working proactively to hunt and farm opportunities within existing and new customers.
“We are excited by Trend Micro’s new partner program. It gives us the freedom to operate with intent and the crucial vendor support from Trend, is among the best in the industry. The company has robust cloud offerings and the new initiatives from them will help us get Trend products and solutions out to a wider audience,” commented Saurabh Vats - BDM at IMTAC Oman.
The re-launch of the Partner Programme comes at a time when Trend Micro is achieving its highest growth against competition in the Internet Security sector and has been rated number one leader in the Virtualization Security market, according to Technavio’s Global Virtualization Security Management Solutions Citation.
“Our channel eco-system play a crucial role in making our products and solutions widely available and our new channel initiatives are designed to empower and make them profitable,” commented Sushma Kajaria, Channel Development Manager, Trend Micro, MMEA.
“If our partners work with us to develop profitable, sustainable business, we will reward it with training, certification, specialisation, business planning, and marketing tools, as well as very competitive margins. We give our partners the only Programme in the industry that goes beyond traditional anti-virus business and plugs them straight into the rapidly expanding cloud security and virtualization markets. Underperformance is no longer an option,” added Kajaria.
Trend Micro’s approach is a leaner, more agile, more lucrative Partner Programme, in which the vendor delivers simplicity, flexibility and profitability to its partners, in return for a much-boosted set of rewards around profitability. The tiering structure is now a simple Bronze, Silver, Gold and Platinum arrangement – vastly improved flexibility and vastly reduced administration, plus a far clearer line of accountability to each and every partner.
The partners that TrendMicro decides to retain, and the new ones it attracts, will benefit from a number of significant improvements and new initiatives, including:
• Deal Registration – partners will be rewarded financially for working more closely with Trend Micro on developing business
• Specialisations –partners will be eligible for further training and certification to enable them to develop lucrative market specialisations, addressing multiple areas including Cloud & Data Centre Security, End Point & Mobility, Data Protection and SMB
• Upfront discounts and rebate schemes for the outperformers
• Marketing Campaigns on Demand – a virtual marketing environment that will require partners to quickly set up, execute and measure new marketing campaigns
• An updated Partner Portal, with enhanced support for sales, marketing and training
An extensive communications campaign is underway to help existing Partners understand how they can take part in the new Programme. New channel businesses interested in benefiting from the increased focus on partner profitability that the Programme brings can contact Trend Micro’s team on: http://emea.trendmicro.com/emea/about/contact_us/europe-middleeast-africa/index.html
Posted by
VMD - [Virtual Marketing Department]
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