The new European-wide partner programme uses a purchase frequency based approach for resellers, instead of a focus on revenue tiers
Telecoms solutions firm ZyXEL Communications has unveiled a new way of rewarding its channel partners, which moves away from only rewarding the biggest resellers with the biggest deals.
Working on a three-tier partnership system: Reseller, Authorised and Premium, new partners enter the programme at Reseller level and progress to higher levels through purchase frequency. Meanwhile, long-standing ZyXEL partners can enter the programme based on their purchase history from the previous year.
This ensures that existing partners are rewarded for their loyalty, while new members enjoy the benefits of being ZyXEL partners regardless of their average purchase value. Key new programme features include a range of incentives, benefits and ongoing engagement with ZyXEL.
The new reward points scheme allocates points to the partner’s portal account after each purchase, which can in turn be redeemed against a wide range of items in the ZyXEL Rewards Catalogue, such as tablets, cameras, days out, vouchers and selected ZyXEL products. Additional points can be earned by participating in promotions that ZyXEL will offer throughout the year.
The portal will also feature a deal registration section, offering discretionary discount along with access to improved account management and tech support as required. Lee Marsden, president of ZyXEL Europe, said: “Too many partner programmes focus only on the big resellers and those who don’t bring in the biggest deals are often missed out. We wanted to change our programme to not just reward our biggest customers, but to ensure that all of our partners see the benefits of working with ZyXEL.”
Another key element of the programme is an on-going commitment to invest in partners in the form of technical support, information and training. The partner programme includes technology courses and an online e-learning programme as well as technical services to ensure that customers can efficiently handle everything the products have to offer.
Jean Michel Bielli, ZyXEL vice president for channel sales Europe, said: “Alongside our new approach to partner rewards, we have also introduced brand new benefits and levels of support, ensuring ZyXEL partners can deliver the best possible service to customers. It’s this extra level of support and investment that makes ZyXEL such a compelling channel partner.”