REGIONAL CHANNELS
Vendor driven incentives
A look at how vendors build-in financial
incentives linked to channel performance in
their partner programmes.
ARUBA
CISCO
INFOBLOX
C
Osama AlHaj-Issa, Regional Channel Director,
Middle East and Turkey at Aruba, HPE.
T
he Partner Ready for Networking
programme delivers a programme
that enables channel partners to
meet customer connectivity needs and
take advantage of the growth for mobile
and IoT, with partner-ready solutions in
wired, Wi-Fi, BLE and WAN. The ability
of partners to move quickly and to be
responsive to their customers drives one
of the core principles of the programme,
which is to simplify and make it easier to
partner with. Aruba offers differentiated
mobile-first and IoT-ready products
and solutions that set channel partners
apart from competition with the broadest
market reach for the fast-growth mobility
networking market. The Partner Ready for
Networking programme offers simple to
calculate deal profitability at the front-end
and back-end; offers rewards for cross-
selling and upselling WLAN and switching
solutions; additional margins for partner
skills in recognised competencies; ability
to sell services to further enhance margins;
streamlined one-step deal registration and
simplified approvals; enriched back-end
incentives for specialised networking
expertise; and fast access through
dedicated networking site to free online
sales and technical training.
26
isco partner
programmes
are designed to
offer incentives
and promotions
to partners and
increase their
revenue potential,
profitability
and customer
Shadi Salama,
Channel Leader
satisfaction.
Middle East at Cisco.
Depending
on the partner’s Cisco certification
and specialisation, they could take
advantage of myriad programmes that
vary by region and technology. Through
programmes, Cisco shares upcoming and
disruptive technologies with partners and
incentivises them to adopt them.
Differentiation is a necessity for a
partner in today’s highly competitive
market with constant pressure to be
profitable. Cisco has successfully helped
partners increase their profitability
through its value-added programmes
including master specialisations.
The Cisco Channel Partner Programme
has always focused on value versus
volume, rewarding partners who create
value, no matter their size or sales
volume. The programme has evolved
over time to identify market transitions,
enabling partners through these
transitions and recognising partners for
their practices.
With major market transitions
happening today, Cisco channel partners
have unique opportunities to once again
evolve their business models and offer
even more value for their customers,
while at the same time, differentiating
themselves and growing profitably.
I
nfoblox has
enhanced
its partner
programme,
BuildingBLOX, to
offer additional
benefits and
training for
value channel
partners. The
new programme
reinforces
Alexander
Foroozandé,
Infoblox’s
Channel Director,
commitment
META at Infoblox.
to the channel
with increased investment and focus on
partners’ go-to-market efforts. Infoblox
BuildingBLOX offers partners the tools
and resources necessary to be a trusted
adviser and offer expanded services with
increased revenue potential.
The Infoblox partner programme is
built to reward partners on achieving
bookings and accreditation targets, value
and pipeline contribution, and driving
investment and business together.
BuildingBLOX helps ensure partners
stay current on technical and sales
certifications and demonstrate industry
leading expertise to select the right
solutions for their customers.
The accreditation programme
rewards partners for their investment
in accreditation. Partners who invest
in certification and training will receive
increased benefits. Availability of deals
ensures a pay-for-performance reward
for partner-sourced opportunities based
upon the value partners bring to each
deal. Rebates encourage and incentivise
partners to go broader and deeper with
Infoblox security platform technology.
Issue 12
INTELLIGENT TECH CHANNELS