Wasp Barcode Technologies, which makes devices for SMBs’ inventory control, asset tracking, time and attendance, barcode scanning and printing, is looking for VARs.
Potential partners first must complete online training and a certification test. From there, they join FastStart, a 90-day trial for VARs. After three months, the company evaluates partners’ performance and both sides decide whether to move forward. If they do, the VARs join the Premier program, said Dylan Schafer, channel sales manager for Wasp. In fact, the pilot period has gone so well that Wasp has seen a 38 percent increase in sales from Premier partners, the company said.
The Premier designation qualifies partners for SPIFFs, contests and exclusive benefits. Wasp will debut more perks in January but isn’t yet able to disclose what those will be. Wasp further will assess partners once a year to see whether they’re meeting commitments such as giving feedback on the leads Wasp sends each month, and taking part in at least one joint marketing campaign annually.
The FastStart and Premier initiatives allow VARs to earn an additional 10 percent margin in front-end rebates on all Wasp products; they also provide guaranteed leads, training and joint marketing. To accommodate the activity, Wasp has tripled its partner program staff.
“Our biggest opportunity for growth lies with VARs," Schafer said in a prepared statement. “We wanted to create a program that strengthens our relationships with our partners and encourages success."
Wasp’s resources for VARs include product demo conference calls, pre-sales help and training videos.