RSA has this week launched a tailored program for its pre-sales and technical partner community that includes financial incentives for them based on varied levels of achievements.
Dubbed the Elite Forces Program, the concept aims to recognise and develop the capabilities of RSA's pre-sales community: the "unsung heroes" who drive sales.
The program was designed to make sure partners who have attended training programs as part of RSA's exiting partner program utilise their skills.
"What typically happens to the guys who attend the training is they never get to use the knowledge they have been trained on," said Phil Teague RSA's local channel chief (pictured).
"Typically sales guys are held up on a pedestal; the unsung heroes are the pre-sales guys. We want to acknowledge them, as a vendor, to say, ‘actually you are extremely important for driving business with us'," Teague told CRN.
The Elite Forces Program has a military theme to it comprising four levels: rookie; negotiator; lead unit; and sharp shooter, which is by invitation only.
Which level individuals ascend to depends on their completion of certain activities. The activities become more detailed as partners move through the different levels of the program, said Teague.
"Activities [range] from working a deal, to attending training, to doing customer presentations, demonstrations, delivering proof of concepts, identifying and registering new business opportunities with us and working jointly in sales initiatives," said Teague.
Each of these activities have points associated with them; as activities are completed, they are registered on a website and the points are redeemable for cash incentives.
"We're saying we want to build your skills and capabilities by working with us and we're going to recognise you by giving you a rank within this program. That's obviously something you can accredit yourself with and we're going to pay you for you efforts," said Teague.
On 100 points, partners can redeem cash cards. Points accrue throughout the year and anyone attending training this year is eligible to join Elite Forces.
Last year, RSA launched an extensive partner training and certification program where it certified 82 partners. That number has now reached 177 and the program was adopted across RSA's Asia Pacific offices.
"We gave the guys a precursor to it last year and they were very keen, so they have all just started receiving the invitations to enter the program." Teague said. He added: "Can you hack it."
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