Two weeks ago, network security vendor SonicWall renewed its commitment to
its solution provider partners by revamping its channel program and dubbing it
Channel 2.0.

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

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.