By Elaine J. Hom
Security vendor BitDefender is offering new benefits to its partners through its revamped multi-tier channel program, the Partner Advantage Network. A new partner management team has been made available to partners, with varying levels of access based on tiers.
A data security company that offers products from endpoint protection to server protection, BitDefender was founded in 2001 and is committed to security products that adapt quickly to keep up with the latest threats. According to Vitor Souza, global communications director for BitDefender, the company is looking for partners with a commitment to the SMB space.
However, BitDefender also recognizes that its partners will have varying levels of commitment to the vendor. Doing focus groups, the company found that there are four main types of partners:
- Partners who don’t want BitDefender involved in their day-to-day operations and only want them for quotes
- Partners who want quotes and the occasional trade show support
- Partners who are full organizations with marketing staffs, but are selling so many products that they can’t focus primarily on BitDefender
- Partners who are full organizations with marketing staffs who are fully committed to BitDefender and are planning campaigns and designing business plans
To correspond with each of these respective groups, BitDefender created the following tiers:
- Registered
- Select
- Plus
- Premier
The partner management team, a new addition to BitDefender’s partner program, will work with partners based on their tier. The partner requirements vary based on tier, but a partner is allowed to become whatever level it wishes, as long as it meets the required commitments. Souza points out that each level is designed specifically for varying partners’ needs.
“Some people may think that the registered guy doesn’t get anything, but he doesn’t want anything,” says Souza. “If you want to be a registered, partner you can. If you want to be a premier partner, you can. But can you make the financial and marketing commitment?”
In addition to the new partner management team resource, a new point system will help partners gain rebates.
“The more committed a partner is, the more points we give them, and they can get up to a nine percent rebate,” says Souza. “Let’s say as a partner, you brought us two customers this month [two points each], and you also got a renewal [one point], that’s five points. So when you get ready to make your order for the next month, you get five percent back – that’s automatic profitability into your bottom line.”
Interested in becoming a BitDefender partner? Visit the partner site for more information, or sign up here.
