Enterasys Redirects Partner Focus

The networking hardware vendor has realigned its discount structure under a "value-added discount" program. Elite partners, typically high-volume solution providers, will get a 4 percent up-front discount off product list prices, said Bob Ray, vice president of marketing at Enterasys, based here. Certified partners, generally smaller solution providers, will get a 2 percent up-front discount, he said.

Prior Enterasys discounts ranged from 1 percent to 5 percent, based on quarterly sales volume, and were paid as back-end rebates, solution providers said.

Enterasys also is launching an online training system for partners. The modular offering will include product, solution and presales training, Ray said.

The up-front discounts are "the real meat" in the updated partner program, and 4 percent is "a good number," said Frank Sette, COO of Desktop Products, an Emeryville, Calif., solution provider. However, Enterasys' volume requirements are too high in today's slow market, he said, adding that Desktop was an Elite partner but couldn't meet its volume commitment this year.

"They set the bar pretty high," Sette said. "We've had good luck with their security and wireless solutions, but those are not high-dollar solutions."

Enterasys also will focus more heavily on helping partners that are driving a lot of business, Ray said. The company will still support associate-level partners,largely through distributors,but "they aren't going to get the same attention as our Elite and Certified partners," he said.

Yet that's not such a problem, said Marie Graziano, president of Computer Consulting Services, a Carrollton, Texas, solution provider. "I buy through distribution and get all the support I need from them," Graziano said. "If I have to do a lot of extra paperwork for an extra 2 percent, it's not worth my time."