3Com has rolled out a Preferred Partners Programme in support of resellers and distributors in EMEA (Europe, Middle East and Africa) who implement and sell voice solutions to their local marketplaces.
Explains Chris van Niekerk, country manager at 3Com SA: "The new Preferred Partners Programme sees voice partners divided into two groups according to the size of customer they serve.
"The first group is made up of partners that sell predominately to SMEs, while the second group are those that specifically target medium to large enterprises."
For the first group, 3Com has engineered a simple accreditation process that represents cost-savings of up to 50% on training and investment in service contracts.
Other benefits include onsite technical training, support from 3Com`s Professional Services and future Web-based sales and technical training classes.
The second group - called Voice Integrators - generally need more advance technical training, especially in post-sales diagnostic and troubleshooting response, and their customers also demand different 3Com solutions compared to the first group.
To cater for these requirements, 3Com has appointed Direct Touch sales managers across EMEA, each with experience in voice solutions and whose main priority will be to support Voice Integrators during the enterprise-class projects.
"The Preferred Partner Programme illustrates 3Com`s commitment to the channel. Yet, this counts for nothing if we can`t meet the needs of customers," he comments.
"By utilising the strengths and benefits of the programme, we can offer a better deal to our distributors and resellers and ultimately to end-users."
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