Intel (INTC) Security said it has added new features to its channel program in a second phase of enhancements focused on improving profitability and efficiency for partners.
The vendor, which delivered the initial rollout of its program for security partners last October with a blueprint to phase in the full offering over an 18-month period, plans to deliver the final stage of improvements in January, 2106. Those enhancements will center on reducing the cost of doing business with Intel Security to help distributors and resellers boost margins.
Program changes include an end to tiered pricing and new partner designations mapped to the industry standard platinum, gold and silver.
Here are the new features:
- No more tiered pricing. Allows Intel Security to redirect funds to more profitable initiatives with better partner margins.
- Better deal registration policies: Rewards members based upon their Intel Security Partner Program level. Limits deal registration to one partner per each approved partner-found sales opportunity.
- New teaming: Rewards resellers committed to Intel Security and engaged in adding value to Intel Security deals with increased profits and deal protection for the partner.
- Improved Incumbency Advantage: Additional incentives based on the program level by increasing the discount for resellers as the partner level rises and automatically rewarding resellers for renewals.
- Partner level name changes: New Platinum, Gold and Silver partnership levels reflect industry standard terms for classifying tiered offerings
- Rules of engagement: New sales and partner rules of engagement to improve satisfaction and brand loyalty for distributors and resellers.
Lisa Matherly, Intel Security Worldwide Partner Programs Marketing and Operations head, said the vendor’s program improvements speak to its goal to lead the market.
“Our goal is to be the number-one security partner for our customers, and to reach this goal we need to provide flexible and profitable programs that will sustain as customer needs and partner business models evolve,” she said. “Together, we have the opportunity to redefine the industry and provide better security outcomes for our mutual customers.”
Last week, as part of a wide-reaching corporate overall in which Intel president Renee James exited, the vendor officially folded its security operation, which had operated independently since acquiring McAfee for $7.6 billion in 2010, into its corporate umbrella under the direction of general manager Chris Young.