FrontRange Solutions A/NZ partner program

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FrontRange Solutions A/NZ partner program

The deal created three channel programs for FrontRange but it has consolidated those into one to become more commercially attractive and focus on fast ROI for partners.

FrontRange currently has 42 APAC partners and is looking to recruit more.

Natalie Parsa, channel manager FrontRange Solutions A/NZ, said the program is simple and easy to work with.  

"The main objective is to have a mutually beneficial program that gives our partners the best tools, skills and products to get out there, represent our companies/solutions and make money," she said.  

"It is about joint investment and benefit - structured to work for both parties. It is down to making both of our lives easier and getting on with business to win more customers."

The program has two partner levels, based on revenue contribution, skills development and marketing engagement.  

The entry level is 'Authorised' and advanced level is 'Platinum'.  Partners are entitled to free sales and technical training and there is a strong focus on collaborative marketing, joint initiatives and joint case studies.  

The program does not change for GoldMine only Partners.  There is a referral program for non-certified partners in any given solution set.

Parsa said the program is being rolled out with new contracts and agreements that has a consistent margin structure across all products (previously there were different margin levels for each product) , depending on the level of the partner.  

"We are introducing a Lead Registration Program that will provide the opportunity to maximise margin levels and will provide a more consistent, streamlined forecasting tool," she said.  

"We have also introduced annual partner fees."

Talking about the partner referral system, Parsa said alliances and companies that do not want to be a fully certified partner can refer opportunities to FrontRange that will be closed by FrontRange and will receive a healthy referral fee, which varies depending on how well developed a deal is.

Existing Partners within the program can also refer opportunities in solution sets they are not accredited for and receive a referral fee when the opportunity is closed by FrontRange.

Parsa added that the program will provide partners with greater competitive advantage with access to a much broader product portfolio including Customer Relationship Management, IT service management, Sales Force management, PC lifecycle management and FrontRange Voice (IPCM).

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