Marshal8e6 refreshes partner program

Marshal8e6 will detail a number of changes to its partner program at its roadshow in Sydney today, 11th August.

The changes are intended to better align the security vendor's relationship with the partner community through a more functional program.

Changes include better access to resources via a refreshed partner portal, increased head count and the introduction of tiered partners.

Solutions Partner is the category designed for large corporate resellers; the Premier Partner category is for value added resellers that have proven expertise in delivering to large enterprises and Affiliate Partners, are value added resellers with a focus on small-to-medium size enterprises.

Jeremy Hulse, vice president APAC sales at Marshal8e6 told CRN the security vendor is relaunching the partner program to ensure partners have better access to resources.

"We're trying to put some structure in how partners deal with us. As part of the program we're giving access to trials and access to latest releases," he said.

Hulse said Marshal8e6 is keen to increase partner numbers but with people who are committed to the Marshal Suite.

"We're trying to build a correlation to those who just want to renew products to those that want to integrate and add-value to customers."

Furthermore, the program includes increased investment in quarterly channel roadshows, technical training workshops and sales and marketing support.

"One of the things we've noticed is we have a lot of add-ons to our product suite. The program enables partners to be better aware of the add-ons so they can have better revenue.

"What we're seeing is most partners use 10 to 20 percent of a products capability, which means end users are only using that much.

"We've been talking about it on the roadshows which we are doing more regularly, we need partners to understand those products," said Hulse.

For now the rebate component of the program will remain as it is, he added.

Meanwhile, as part of the revamp, Marshal8e6 has increased its channel head count with the appointments of Dung Hua, sales engineer and Michelle Duffy, national channel account manager.

Their appointments will enable the company to deliver increased education and support to channel partners, claimed the vendor.

Hua will provide technical information and support to Marshal8e6's channel partners across APAC including assistance with customer implementations, sales and new product education.

Hua previously worked as a security consultant for reseller Content Security where he was responsible for providing technical support to the solutions team.

Duffy is responsible for managing and driving the relationship with channel partners to grow their Marshal8e6 business.

Her focus will be on helping partners identify new customer opportunities as well as manage training and development opportunities to ensure partners remain up to date with the latest offerings and services from Marshal8e6.

Duffy joins Marshal8e6 from itX group.

Picture: Left to right: Dung Hua (Sales Engineer, APAC), Serdar Yelutas (National Channel Manager), Jeremy Hulse (VP Sales, APAC) and Marie Evans (Marketing Manager, APAC).