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Channel Marketing • Security • VAR/Distributor
The key to Symantec’s global success is its three-tiered training programme for resellers, according to Paul Kastner, director of service and sales for Symantec’s Asia-Pacific and Japan territory.
He told Reseller News that the firm first introduces its channel partners to basic sales techniques including a thorough overview of the products available and what they do.
The second tier of training is aimed at presales technicians and encompasses the technical aspects of the software being sold including its functionality.
And finally, the third tier deals with training for the technicians that actually install and manage the company’s software solutions.
Thanks to the joined-up training programme offered to resellers, Symantec’s channel partners are able to adapt to the fast-changing world of IT software and take into account the latest developments like software-as-a-service.
Another way to ensure strong reseller performance after channel partner recruitment has taken place is to offer lucrative financial incentives, a method championed by Microsoft, which has recently bolstered its reseller rewards in the Pacific region, reports CRN.
For more information on channel partner recruitment from OneStopClick, download this Best Practices Guide.VN:R_U [1.9.7_1111]Symantec Cites Training as the Key to Channel Partner Recruitment,
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