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D-Link launches new channel programme

by Stuart Wilson, Tuesday 27 March 2012

Networking vendor D-Link has launched its new ‘Value in Partnership+’ programme for resellers in Europe. The scheme is designed to combine sales support with greater rewards and incentives for resellers. D-Link hopes that ‘Value in Partnership+’ (let’s just call it VP+) will help its channel partners increase sales and enter new markets.

VP+ will include training and certification on all D-Link products and access to a campaign and lead management system. D-Link has also completely revamped its incentive scheme, to reward resellers’ sales efforts by offering them a choice from 30,000 individual prizes.

Through the rewards and incentives programme, resellers can earn points through sales, as well as through the completion of certification and e-learning modules, that can be put towards a range of prizes.

The prizes can either be used by resellers to reward individual staff members, reimbursed as discounts on products from D-Link, or alternatively, resellers can chose to convert points to cash via D-Link’s own Visa debit card. Resellers choose themselves how to use the rewards scheme as best fits with their business model.

Andrew Mulholland, business solutions and marketing manager at D-Link UK & Ireland, commented: “The channel is the lifeblood of D-Link. Our growth as a business is inextricably linked to the achievements of our resellers. Through the programme we aim to recruit, re-engage with and energise our resellers, providing them with the resources and incentives to sell D-Link’s entire portfolio of products.”

“This will enable them to expand and diversify through offering switches and wireless, through to storage and IP surveillance products. Ultimately, this can help them increase their revenues in what remains a difficult economic environment,” he added.

The VP+ programme has three levels: registered, silver and gold. All members have access to D-Link marketing and sales resources, as well as a full training certification scheme. Gold and Silver members can also benefit from value incentive rebates as well as being supplied business leads from D-Link. Resellers move up to Silver and Gold membership based on the number of employees they have trained in diverse pre and post-sales modules for various D-Link products.

Access to the VP+ programme is through D-Link’s new partner portal providing partners with access to the full range of D-Link business solutions, marketing support centre, the partner certification programme and the rewards and incentives scheme.

The new marketing support centre provides D-Link’s channel partners with access to a wide range of marketing tools. The support centre allows resellers to generate and distribute fully self-branded direct marketing campaigns through the online portal. Gold and Silver Partners can apply for MDF, where D-Link will support the partner’s marketing initiatives where there is clear potential for revenue generation.

If required, D-Link resellers can also take advantage of deal registration, which allows them to draw on D-Link’s extensive support network to close important deals. To support partners selling to the government and education (GovEd) sectors, D-Link is offering a GovEd discount programme, whereby resellers can benefit from an upfront discount on products.

D-Link’s partner certification programme allows resellers to up-skill in new technologies in order to open up new revenue streams. Networking equipment resellers, for example, can become certified through D-Link in IP surveillance equipment, allowing them to sell a much more comprehensive product portfolio.

Andrew Mulholland concluded: “We are committed to helping our partners diversify and sustain growth. Central to this is making our partner programme as accessible to as many resellers as possible. For instance, through the D-Link academy and our dedicated e-learning portal employees at partner organisations can easily become an officially certified D-Link sales and technology professional. So rather than having to jump through numerous certification hoops resellers can focus on selling and winning more business.”

D-Link was a finalist at last month’s ’EMEA Channel Academy: 2012 Awards’ in the home networking product category. The awards, which are held in conjunction with leading regional channel event DISTREE EMEA, canvass the opinions of thousands of senior distributor, retailer and e-tailer executives each year to identify the top brands based on channel engagement.


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