For some time, each vendor and distributor in the South African market has tried to address the channel in its own way, offering multiple marketing and sales programmes, partner participation programmes and channel development programmes. For the reseller, this has necessitated belonging to several vendor programmes at once.
Now, integrated channel marketing and sales platform, PlusPoints, has changed the status quo, bringing consolidation and syndication to the way vendors and distributors address the channel.
PlusPoints recently launched its rewards programme, connecting vendors, manufacturers and distributors in IT with individual salespeople in the channel. This has yielded a `more is better than one` approach, where non-competing vendors and distributors syndicate their efforts, leveraging PlusPoints` extensive infrastructure rather than developing their own.
According to Jako Voges, MD of PlusPoints, "PlusPoints can provide a consolidation effect; one that moves beyond the rewards/incentive arena and produces a trade community with powerful benefits for participants."
Since the launch of PlusPoints, two leading global manufacturers, Symantec and D-Link, have joined the rewards programme and therefore, the industry-wide sales and marketing consolidation.
According to CRN Online, members of Symantec`s Symforce Channel Achievers` Community can qualify to earn PlusPoints by achieving pre-set criteria, participating in quarterly incentives and attending training sessions. The Think D-Link, Think Rewards! Programme is similarly geared to reward channel partners for their continued support, by offering PlusPoints that can be exchanged for LCD TVs, ocean cruises and more.
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