3Com has announced the global streamlining and renewing of its partner programme, which the company says will be active in SA immediately.
The move comes after a considerable amount of restructuring within the company. 3Com has refocused its internal business and now has three major divisions, the Business Connectivity Company, Business Networking Company and Comms Works divisions.
The new initiative, the Focus Programme, has been designed to support the specific business objectives of 3Com`s customers and meet the demands of rapid change in the industry.
"Working with our customers to arrive together at the right answers is what the Focus Programme is all about," says Chris van Niekerk, 3Com country manager. "We see ourselves as a solutions provider and a company that delivers value to both our partners and customers. In understanding their business drivers and market objectives, we are able to supply the right product solution."
The Focus Programme offers the choices that reflect the three working relationships channel partners most want to establish with 3Com: provider relationship, reseller relationship and referral relationship. These choices provide channel partners the flexibility they need to achieve a variety of their customer service business goals.
According to Richard Brewer of research firm International Data Corporation (IDC): "Developing and promoting a service capability has become increasingly important to resellers` overall business strategy. Furthermore, in order to be successful in this space, vendors must take the time to design attractive service programmes and simplify the sales and approval process."
Regardless of channel partners` service capabilities, the 3Com Focus Programme has been designed to support the wide range of channel partners` business models. Each relationship selected promises a host of tangible benefits and assistance in delivering a complete integrated solution to end customers.
Channel partners have always played a major role in 3Com`s business model and changes made to the partner programme underscore the company`s commitment to helping its resellers be successful in today`s changing marketplace.
Van Niekerk adds: "We feel confident that the relationship options created in our Focus Programme will help resellers obtain the competitive-edge they need to be successful in delivering comprehensive customer service to their end customers. The streamlining of the order process and simplified pricing and discount structures are added advantages."
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