The VAR Guy

E-mail and web security vendor M86 Security is leaning more on its channel partners to help it move deeper into the enterprise, and as such has redesigned its partner program in the Americas with a slew of new tools and incentives to jumpstart the process.

The company’s PartnerFocus Program now includes “significant, easy-to-claim cash and prize incentives for new sales” according to the company, as well as new tools on the PartnerFocus Portal to more easily manage new and existing customer accounts as well as MDFs, marketing efforts and other sales tools.

Under the redesigned program, channel partners are automatically rewarded with “points” for every sale they close. Those points then can be redeemed for any number of rewards including entertainment, travel, electronics, gift cards and Visa debit cards, according to M86.

“We designed the M86 PartnerFocus Rewards to incentivize channel partner sales representatives for all new business they generate. We wanted it to be easy for them to use, so there are no claims forms and there is nothing to submit. The whole process is virtually hassle-free for our channel partners—all they have to do is to sell,” said Paul Myer, SVP of Corporate Development in the release announcing the program changes.

The PartnerFocus Portal now includes a number of features designed to streamline the customer accrual and management process. Some of the new features include (taken straight from the release):

• Partner-specific dashboard views of MDF and deal registration status and activity
• Automated enrollment and on-boarding for consistent communication and processes for all new partners
• Enhanced search functions to help partners locate what they need faster and easier

M86 faces ongoing competition in the enterprise from companies whose name is better known — Symantec, McAfee and even Sophos, to name a few. To be sure, the security landscape is well-populated and getting more crowded every day. Anything any security vendor can do – aside from offering best-in-breed technology and fair margins – to hold the attention of its channel partners can only help. We’ll keep our eye on M86 to see if these changes help the company find greater success with the channel.

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