Sonicwall Inc. announced major updates to its Medallion Partner program designed to deliver enhanced opportunities for growth and profit to a broad set of channel partner business models.
With the new program, Sonicwall now recognizes the specialized needs of two evolving channel business models: Direct Market Resellers (DMR), who sell high volumes of a broad set of security solutions; and Value-Added Merchants (VAM), resellers of solutions and services with industry or regional specializations, whose primary sales and support mechanism is via phone or Web.
Michael Valentine, vice president of Americas Sales at Sonicwall said the company’s goal is to make it easier and more profitable for our channel partners to do business with us. Sonicwall’s expanded Medallion program is the culmination of hundreds of conversations with our partners to understand how their needs have changed. Each tier of the new program has been designed to provide the opportunity for improved ROI and more predictable revenues for different channel partner categories.
A one-size-fits-all program cannot reflect the realities of today’s channel environment, added Valentine. DMRs require marketing resources to help them be effective in a high volume, transaction-based business, while VAMs tend to sell to second- or multiple-time purchasers, requiring a little more attention for each sale. In contrast, our Medallion partners frequently act as a virtual IT department for their end customer. This new program not only accounts for, but is equipped to reward widely differing business models.
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