The VAR Guy

SonicWALL is restructuring its channel program as part of an initiative dubbed Channel 2.0. The effort includes specializations for managed service providers and enterprise integrators. Here are some high-level details about the security company’s revamped channel program.

The new partner program components include…

The Basics

According to the SonicWALL press release, new partner program benefits include:

• Deal Registration Program provides resellers that register deals in process with an additional discounts and presales assistance thereby increasing their chance of success.
• Partner Rewards Program is similar to  frequent flyer programs by allowing Medallion Partners to earn credits for closing sales that can be redeemed for cash or applied towards training or other benefits.
• Stretch Goal Rebates provide partners with quarterly rebates based on exceeding predefined revenue thresholds.
• Partner Locator prominently features Gold and Silver partners on SonicWALL’s Web site, connecting partners with new clients and selling opportunities.
• PERCS Renewals Program provides renewals sales assistance and renewals commissions to provide  partners security and protection for their clients, while realizing the full client life-cycle value.

Enterprise Integrators

The revamped channel program also features a new enterprise integrator specialization. According to the SonicWALL press release (boy, The VAR Guy is getting lazy…) the enterprise integrator specialization offers:

• Limited Access – Only Enterprise Integrator members will be able to sell the award-winning SonicWALL Aventail E-Class Secure Remote Access (SRA) product line. Enterprise Integrator program members may elect to join a teaming program to help smaller value-added resellers (VARs) provision SRA solutions.
• Evaluation Compensation Program – Enterprise Integrators have access to  no charge evaluation of  SonicWALL Aventail hardware and an industry unique “pay to provision” compensation program whereby SonicWALL pays the billable hours for the installation of qualifying evaluations.
• Members receive access to many of SonicWALL’s Fortune 2000 installed base of SonicWALL Aventail E-Class SRA management accounts.
• Enterprise Integrator members receive priority technical support from SonicWALL’s top enterprise sales and engineering staff, as well as dedicated 8×5 post-sales technical support.
• Members receive 24×7x365 online training, and expert Webinar trainings.

Managed Service Providers

Also new today, the SonicWALL MSP Specialization allows security MSPs to “generate predictable, ongoing revenue streams.” The specialization includes enhanced profit margins on select security service and software SKUs, and provides priority access to SonicWALL’s most elite, Level 3 technical support engineers, according to the release.

SonicWALL’s MSP Specialization doesn’t surprise The VAR Guy. More than 40 percent of MSPs currently sell, service or support SonicWALL solutions, according to the MSPmentor 100 research report. You can get an overview of the report here, and the full report will be published in the MSPmentor 100 Center in February 2009.

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