Networking vendor D-Link launches a partner programme that gives resellers a ‘real service’
D-Link is launching a targeted and streamlined partner programme via an aggressive roadshow tour over the next few weeks. With events in Dublin, Leeds, Falkirk, Birmingham, London, Brussels and Amsterdam, the response is expected to be both widespread and favourable.
“A great deal of research, time, commitment and energy has been invested in the development of this programme,” advised Dion Luyk, general manager D-Link UK. “We are confident that it offers resellers ‘real benefits’ that address issues currently relevant to them. We are not seeking over-subscription but a targeted group of committed resellers that we are able to service and support efficiently and successfully.”
As part of the programme, D-Link have appointed Steve Hood as Key Accounts Manager. Steve heads up a dedicated sales support team to co-ordinate and manage interaction and ongoing development of the programme.
“We are offering a number of benefits to resellers as part of the package, but the key focus is to develop ongoing interaction and communication with customers to ensure that the programme remains both dynamic and relevant,” explained Hood. “We recognise for example that rebates are extremely important to resellers and so have a clearly defined policy based on target achievement.”
D-Link have also avoided taking the traditional route of offering varying levels of service for partners, such as gold, silver and bronze options. “There are plenty of programmes already out in the channel that follow a confusing tiered system of accreditation,” said Balvinder Phull, Euro Marketing Communications Executive, D-Link (Europe). “Gold, Silver and Bronze Awards have become no more than pieces of paper.”
The programme is split into just two groups that address the needs of two types of partner. Firstly, the Reseller Support Programme offers simply, free training, the option of fee based ongoing technical training, an internal sales contact, marketing materials on request and demo products at reduced pricing.
In addition, the Network Partner Programme offers ongoing product training, dedicated internal sales contact, external account management, priority support, marketing funding, sales leads, rebates, marketing materials and demo products at reduced pricing. D-Link intends to work closely with Network Partners on specific marketing projects.
“Our research and previous experience has confirmed to us what resellers are really looking for,” commented Hood. “Simply giving the programme a ‘Gold/Silver’ name and providing a complicated list of service options is not what is needed. Like our products this programme offers value for money, reliability and long-term commitment.”
The Roadshows will provide potential partners with the opportunity to learn more about D-Link, the company, philosophy and the future, specifics about services and benefits as well as an update on forthcoming products. Details of the future from a marketing perspective will also be supplied that cover the three product areas – consumer, SME and enterprise.
“Our target is to secure 15 partners for each group, a total of 30 resellers this year,” advised Hood. “The interest we have had so far suggests that this number will be reached over the course of the next two weeks.”
Founded in Taiwan in 1986, D-Link has continued to be a pioneer and renowned market leader of highly engineered quality networking solutions.
D-Link’s corporate slogan, “Building Networks for People”, is at the heart of the company’s approach and is the driving force behind its success of supplying high quality, reasonable priced and user-friendly products to meet the needs of the SOHO, SME and Enterprise markets.
D-Link employs more than 1,600 personnel in over 20 offices worldwide, serving over 60 different countries. D-Link has R&D facilities in Taiwan and the USA and manufacturing plants in Taiwan, India and the USA.
D-Link’s continued investment in research and development enables it to move quickly into new higher speed, higher bandwidth technologies. This is reflected in the many new products it develops and launches year on year. Recent releases include Wireless, Home PNA, Voice Over IP, xDSL and Cable technologies.
For further information contact:
David Rowlands/Gwyneth Flatman, Multimedia PRM
Tel: 01291 626200
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