Bay Networks recently announced enhanced reseller and service provider programmes which have been designed to support its partner's ability to ensure end-customer satisfaction. This programme has been designed as a result of extensive feedback from Bays' channel partners. The announcement included Bays' Business Partner Programme for resellers and service providers, and the Principles of Engagement. While the Business Partner Programme provides enhanced training programmes to channel partners, the Principles of Engagement is an articulation of Bays' partnering beliefs and is unique to the industry. For the first time, the company will offer a "partner" designation specifically for service providers operating public networks and Virtual Private Networks (VPNs). The Principles of Engagement is a published document that defines the roles of Bay and its business partners during the account planning stages. By removing any uncertainty concerning roles and responsibilities, the Principles of Engagement fosters more collaborative channel relationships and nurtures loyal and trusting business partner relationships. By reaffirming Bay's commitment to the channel, Peter George, vice president of EMEA operations said: "These programmes are a direct result of feedback we received from our channel partners. Our partners requested more training options and better integration with Bays' business model, and that's exactly what these programmes are designed to deliver." The Business Partner Programme is part of Bays' ongoing efforts to strengthen its relationship with channel partners. Significant enhancements to the programme include training to increase pre- and post-sales expertise by offering free Sales, Technology and Product (STP) training in a universal format worldwide. The new modular format makes it convenient for partners to participate. "As a distributor for Bay Networks in Southern Africa, we believe the new Partner Programme will enable our resellers to provide the best networking solution to their customers. It will give the reseller a direct link to Bay to help them close the sale," says QData Distribution product manager, Anton van Bers. The free STP training is designed to equip partners with a better understanding of Bays' strategy, technology and solutions. This will help them identify the best opportunities for Bays' products and recommend the finest solution with the strongest positioning. "Our relationship with Bay Networks has always been strong because of its adherence, although sometimes to our disadvantage, of their Priciple of Engagement. We are delighted that Bay is acting on our requests for free sales, technology and product training for the channel. Increased knowledge means increased sales," says director of Datatec Distribution's network division, Bruce Harvey.
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