Alvarion Ltd., which makes wireless broadband equipment for public and private networks, today outlined changes to its global partner program.
Additions include new partnership options, online certifications, incentives and tools.
Within the indirect channel, Alvarion targets VARs, systems integrators and consultants. And the company has designed some different programs, depending on partners’ expertise.
For example, partners who specialize in specific verticals and can deploy complex networks may join the Expert Partner program. Under this initiative, participants share information with non-competing partners so they can break into new markets, Alvarion said. Such partners (usually VARs and integrators) further earn the highest margins because they are taking on the deployments and professional services.
Next, Alvarion also launched a consultant program. Consultants may work with Alvarion without making any commercial commitment or requirement, which lets them maintain their professional objectivity, Alvarion said. As such, Alvarion does not make direct payments to consultants, said Gal Biran, vice president, channel business, for Alvarion.
"We provide them with ‘know-how’ benefits and tools, giving them an advantage in the service they provide to their customers and saving them time," he said. "Consultants joining the program enjoy access to information and vendor support that can become an asset in providing an in-depth and professional consultancy service. As an analogy, take an architect designing a building that gets direct information and support from metal bar vendors he knows firsthand what he can or cannot do with the bars in his specific engineering/design and what this brand is best fit for it."
Alvarion will consider treating consultants as referral partners on a per-case basis.
Finally, Alvarion has upgraded its online partner portal. The company said users now may customize their dashboards according to needs and preferences; they also may access marketing resources from their smartphones and tablets, by product or market segment. In addition, there’s information on promotions, warranty activation and more.
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