Tandberg revamps enVision channel program

Tandberg has overhauled its channel program into one that recognises partners by specialisation.

Under the updated enVision program, channel partners were categorised into four areas: audio/visual specialists, visual communication specialists, systems integrators and services providers. This replaced the current program, which grouped all partners under the one category.

Under EnVision partners can scale their investment and engage in various aspects of Tandberg based on their core competencies and market focus, claimed Tandberg. 

"This is the 2010 version of [Tandberg's program]. the previous version didn't have this level of flexibility," Adam Britten Tandberg's Asia Pacific channel director told CRN.

Tandberg would now cater to the wide range of "customers, investments and compliance"  each of the partners require, he added.

Britten told CRN that Tandberg's internal channel account managers haven't split their focus in the same way the program has categorised partners. Sales staff would continue their "vertically aligned focus".

But, it was the role of the channel account managers to understand the partner business and to understand what makes their business move, he said.

Tandberg has also increased its marketing fund and support resources. This includes a customised tools and training program to develop each specialisation.

The program has three levels of certification - platinum, premier and authorised. With confirmation of the Cisco acquisition pending, Britten said the revamped channel program would continue regardless.