Proxim Wireless Helps Channel Through Downturn

The redesigned Proxim Partner Program, which the Milpitas, Calif.-based wireless vendor launched Monday, seeks to more aggressively support its North American resellers and drive business to partners, while also opening the doors to new revenue streams and opportunities, the company said.

The driving force behind the revamped program is to help Proxim's 1,500 active North American partners to continue to grow business and thrive despite economic challenges that may result in fewer sales, said Robb Henshaw, Proxim's director of marketing.

The new program includes adjusted revenue attainment levels that will help partners to receive their benefits without fear of losing their status. The new revenue attainment levels are $0 for wireless partners; $75,000 for gold partners, half of their previous requirement; and $150,000 for platinum partners, a decrease of $100,000.

"We want to make sure dedicated, loyal partners aren't going to get bumped down," Henshaw said. "The goal here is to make sure they get the promotions, benefits, leads and incentives they always received."

Henshaw added that reducing the revenue attainment levels also opens the door for partners to sell up to a higher level, despite the economy.

The new Proxim Partner Program also includes a new project registration system where partners register projects to make Proxim aware of them and receive dedicated sales and systems support along with full deal protection. That helps protect against competing partners while also giving support from regional sales managers and systems engineers, Henshaw said.

Other components of the revamped Proxim Partner Program are a new password-protected Extranet for access to product, pricing and marketing materials; early and discounted access to Proxim Wireless products for evaluation and training; additional joint marketing opportunities; and a Proxim Partner eNewsletter every other month with exclusive partner promotions and product and company news.

"As a channel-driven company, it is our goal to continually enhance the value and support that we provide to our partners," Henshaw said. "We have listened to our VARs, and have revamped the program to meet their specific business needs. The goal is to increase interaction and support between Proxim and our channel and to reward partners for growth and success, resulting in more business and leads for our partners."