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SecureData launches ESP²

by Stuart Wilson, Thursday 1 May 2008

Vendors run channel programmes, not value-added distributors (VADs). South African VAD SecureData Security begs to differ from this conventional channel wisdom and has whipped the covers off its own channel scheme called the enterprise security partner programme – abbreviated to ESP². The new programme aims to reward the VAD’s enterprise security channel partners for focus and commitment.

“This programme aims to reward large specialist security firms and systems integrators with strong security practices for their performance across the SecureData product portfolio and to give them incentives to buy larger product volumes,” said Phil Allcock, channel director at SecureData Security.

ESP² covers products from a number of vendors that SecureData Security represents. The programme gives SecureData’s top-performing enterprise secure partners financial rewards for achieving strong sales of strategic product lines as well as for reaching certain value thresholds for their total purchases of product from SecureData each fiscal quarter and financial year.

“We already have strong support for this programme from our top-tier enterprise security partners. Some of these partners will be enrolling in the programme during our last quarter, but we are planning roll it out more extensively during our next fiscal,” Allcock added.

SecureData represents a number of security vendors including Trend Micro, TippingPoint, WebSense, Pyramid, Borderware, RSA, Juniper, CheckPoint, Precise Biometrics, Passlogix, Nokia, AirDefense, eEye Digital Security, SafeBoot, and Shavlik.

SecureData admits that most of the vendors it represents already have structured channel programmes in place to reward partners. However, the VAD reckons that ESP² will complement and extend these programmes offering additional financial awards.

CE ANALYSIS: Offering additional benefits for resellers from a VAD-financed partner programme is an unusual step. Assuming that SecureData has carefully run the numbers behind the scheme, it could be onto a winner. The lure of additional margin will build VAD loyalty and prevent resellers from chopping and changing between the different distributors available on the market for specific solutions.

However, these schemes do cost money to operate. SecureData is betting that the value of the loyalty created by ESP² outweighs the financial rewards it pays out to the participating resellers.

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