Communication systems distributor Comztek is to take its channel support programme online today in a joint venture with Symantec. The Web site aims to help security resellers manage licence renewals and generate new business in the local mid-size market.
The opening of the site represents the second phase of Comztek`s nine-month-old programme to help security resellers address mid-market companies with 50 to 1 000 users.
Comztek claims to have helped resellers in some regions increase business by up to 200% by ensuring software licences are renewed when they fall due. The programme also passes on new business leads to resellers in the form of alerts on licences about to expire or that have already expired.
"The Web site takes this process a step further by offering interactive access to all the renewal information resellers need on a 24-hour basis and enabling automation of the process, which we believe is a first in the local industry," says Fred Mitchell, Comztek`s Symantec business development manager.
By logging into the Web site, resellers can access information about licences that are up for renewal to ensure business retention or tap into a pool of expired licences to generate new business, Mitchell explains.
Cross-sell
"The Web site provides all the information needed to approach potential new customers and creates the opportunity not only to renew licences, but also to cross-sell and up-sell because many companies have invested only in anti-virus protection in the past, but in a changing environment that is no longer enough," says Mitchell.
The Web site also provides tools for managing the process by enabling managers to see where they are in the sales cycle, measuring the performance of sales teams by tracking progress towards targets, and providing incentives by allocating points for each invoice recorded.
Mitchell emphasises the importance of security on the Web site. "Because we can`t afford to have any security weaknesses, the Web site has undergone intensive independent vulnerability testing and will be subjected to continual evaluation to assure resellers the information is secure."
In addition to giving resellers access to all the information they need regarding their relationship with Comztek, the Web site will help reduce software piracy in the business sector by ensuring companies are properly licensed, says Stephan le Roux, Symantec channel manager for SA.
Although the Web site has been developed specifically for Comztek`s resellers of Symantec security software, Comztek plans to extend its online support programme in future to include other vendors, the company says.
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