ZyXEL Communications has shaken up its European channel programme that it claims offers a way of rewarding and incentivising its partners, moving away from “the industry-norm of only rewarding the biggest resellers with the biggest deals.”
The new programme will instead use a purchase frequency based approach, instead of a focus on revenue tiers.
“Too many partner programmes focus only on the big resellers and those who don’t bring in the biggest deals are often missed out. We wanted to change our programme to not just reward our biggest customers, but to ensure that all of our partners see the benefits of working with ZyXEL,” says Lee Marsden, president of ZyXEL Europe.
Working on a three-tier partnership system: Reseller, Authorised, and Premium, new partners enter the programme at Reseller level and progress to higher levels through purchase frequency. Meanwhile, longstanding ZyXEL partners can enter the programme based on their purchase history from the previous year. This, says the vendor, ensures that existing partners are rewarded for their loyalty, while new members enjoy the benefits of being ZyXEL partners regardless of their average purchase value.
Key new programme features include a new reward points scheme which allocates points to the partner’s portal account after each purchase, which can in turn be redeemed against a wide range of items in the ZyXEL Rewards Catalogue such as tablets, cameras, days out, vouchers and selected ZyXEL products. Additional points can be earned by participating in promotions that the vendor will offer throughout the year.
The portal will also feature a deal registration section, offering discretionary discount along with access to improved account management and tech support as required.
