Security

Trend Micro revamps partner programme

Sushma Kajaria, Channel Development Manager, Trend Micro, MMEA

Trend Micro has announced an aggressive new partner programme focused on rewarding proactive partners, driving new business, customer retention, while 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.

“We are excited by Trend Micro’s new partner program. 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 its 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.

The partner tier structure includes bronze, silver, gold and platinum, an improved flexibility and reduced administration, plus a clearer line of accountability to each and every partner.

Primary aspects of the partner programme include:

• Partners will be rewarded financially for working closely with Trend Micro on developing business through deal registration 

• Partners will be eligible for further training and certification to enable them to develop lucrative market specialisations, addressing multiple areas including Cloud and Data Centre Security, End Point and Mobility, Data Protection and SMB

• Performers will be rewarded through upfront discounts and rebate schemes

• A virtual marketing environment will require partners to quickly set up, execute and measure new marketing campaigns

• Updated partner portal with enhanced support for sales, marketing and training

Yet 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. 

Trend Micro has announced an aggressive new partner programme focused on rewarding proactive partners, driving new business, customer retention, while delivering greater rewards and reviewing partners who are underperforming.

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