Security MEA speaks to Dimitris Raekos, the General Manager for ESET Middle East about their channel partner program in the region
Please tell us about your Channel Partner Program.
The ESET Partner Program has been strategically designed to ensure the mutual profitability and success of ESET and our partners. Through the program, we extend a wide range of benefits, training, free licenses and rewards to our valued clients. Our partner program discounts apply not only to ESET solutions but also to our Technology Alliances products.
How do you take the program to your partners?
Resellers can enroll in our program by registering on our website or via our Channel Managers, all partners start in the entry reseller tier level which is Bronze and based on their performance during the first months they can be upgraded to higher tiers. A series of activities including sales and technical training, along with a marketing welcome kit is provided during the early days of the partnership. Our partners have the ability to purchase via our distribution partners or directly using our online portal.
Are there any criteria partners need to match before joining the program?
We understand that there are many types of companies out there with different organization charts and skills, and as Endpoint Protection solutions are mainstream there is no discrimination in our partner program, as long as they are related to IT they can join our channel of partners.
What is the benefit of your Channel Partner program?
Based on the partner tier (Gold, Silver or Bronze), partners receive various benefits which include: sales and technical training, demo license keys, dedicated channel manager, credit limit, pre/post-sales support, lead generation, complimentary internal use licenses, renewal protection and more.
How do you compare your partner program with similar programs from competitors?
We have made a concerted effort and designed a partner program that offers transparency and doesn’t work in favor of specific channel partners, all of our channel partners have the opportunity to succeed and make the most out of all the benefits available.
Are any training programs part of the channel partner program you run?
We offer both sales and technical training; nevertheless there is no official certification yet in the Middle East and that is high on our list of priorities.
How has your partner program evolved over the years?
It has been slightly modified and tweaked over the years in order to be able to benefit all partners regardless of their respective tier and give them the best opportunity to succeed and evolve to the next highest tier. For example, this year we have added certain restrictions on license renewals to avoid unfair competition among partners.
Do you receive any inputs from your channel partners to better the program each year?
The voice of the channel is really important, we constantly receive suggestions and evaluate them regularly. The idea is to offer a balanced program that promotes equality among partners and rewards those that make the best efforts.