SonicWall Adds Distribution Partner to Target SMBsBy Charlene O'Hanlon | Posted 2009-01-27 Email Print
SonicWall's partnership announcement with D&H Distribution builds on the company's revamped channel program, dubbed Channel 2.0, designed to help the VPN and firewall company reach more deeply into the SMB market.
Two weeks ago, network security vendor SonicWall renewed its commitment to
its solution provider partners by revamping its channel program and dubbing it
Now looking to reach deeper into the SMB (small and midsize business) market, SonicWall's new relationship with D&H Distribution is piggybacking on that commitment.
SonicWall is now offering all of its SMB-focused network security solutions through D&H, including its secure content management and end-to-end backup and recovery technology, as well its line of Internet security appliances.
"We are a demand-generating distributor with both inside and outside sales forces, and as a distribution partner, we have a high-touch business model that can provide the kind of support needed for a vendor like SonicWall," said Rob Eby, vice president of purchasing at D&H.
The companies say that the distribution deal is an effort to further reach the SMB market and is part of the revamped Medallion Partner Program under the Channel 2.0 initiative, which also includes deal registration as well as new enterprise and managed service provider specializations.
Improvements to the Medallion Partner Program also include a rewards program not unlike a frequent flyer program, wherein channel partners earn credits for closing sales that can be redeemed for cash or applied toward training or other benefits, according to SonicWall.
Medallion Partner Programs also receive tiered product discounts on SonicWall products through D&H, according to the distributor.