SurfControl Adds Partner Tools

By Jessica Davis  |  Print this article Print


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The IT threat detection vendor increases partner benefits and adds marketing tools.

IT threat detection technology vendor SurfControl has bumped up some of the benefits provided to partners in its channel program and added a handful of marketing tools to help VARs reduce costs.

First, the company has upgraded its deal registration, lowering the qualifying deal size from $15,000 to $5,000. In addition, SurfControl has increased the discount from 8 percent to 10 percent.

"Our theme this year has been arming our partners so we can make them more profitable," said David Harris, vice president of worldwide channel sales at SurfControl.

In addition, SurfControl has introduced a "partner marketing zone" to its partner portal—an area that provides partners with enhanced tools for e-mail marketing.

Partners can choose from seven different marketing campaigns. Templates are provided. The VAR just decides who to sell the mailing to, views the preview and presses go, Harris said. The new system also reports on the results of the mailing. For example, if the e-mail was an invitation to a live seminar, the partner can quickly see how many people plan to attend.

The new system, created by a team of marketing and IT people within SurfControl, was built internally with the goal of reducing partner marketing costs.

SurfControl is also now offering a "no touch" renewal program that generates quotes and letters for renewals for the upcoming quarter. Partners can add additional services, if desired, to the quote, and then send the whole thing to customers.

Jessica Davis covers the channel for eWeek and Channel Insider. Her technology journalism career began well before anyone heard of the World Wide Web and has included stints at Infoworld, Electronic News/EDN, and the Philadelphia Business Journal. Her work has also appeared on CNN and Forbes.com. She has covered hardware, software and networking, as well as the business side of technology. She has won several journalism awards, including a national ASBPE award for best staff-written column, and was named Marketing Computers hardest working tech journalist on their inaugural list of top tech journalists. Jessica can be reached at jessica.davis@ziffdavisenterprise.com

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