Webroot launches ‘channel charter’ for Australian partners

The charter covers aspects such as no conflict between the Webroot sales team and the channel, no confusion over what to sell and alignment with partners into customer opportunities.

The charter goes on to promise that each partner that delivers a new customer sale will retain their standard discount at the time of renewal, alongside protecting resellers’ up sell and cross sell opportunities.

Webroot has signed on a number of new partners since launching its Australian operations in October last year, with foundation partners Clearswift and Coretech being joined by Cleartext, Contentkeeper, Websecure, Chigle Business Solutions, Datanets and Kiandra.

Charles Heunemann, managing director of Asia-Pacific at Webroot told CRN most vendors make pledges to partners, but Webroot has written up a charter to highlight its channel promises.

“This is part of our global partner program roll-out. The channel charter for partners is about really showing the support that we are going to offer our channel,” he said. “One of the big things behind all this is showing that we are not going to compete with the channel. Some vendors establish themselves in a region by going direct and they become too reliant on that. We do not have a direct legacy and channel partners have done a good job on building foundation customers.”

Heunemann said Webroot wanted its partners to have full confidence in working with the firm and felt the channel charter gives a clear message to the partner community.

“We are all about building long-term, sustainable customer relationships for our partners. We cannot do that without protecting the investments that our partners have made to gain customers,” added Webroot.