Vendor launches scheme to spot VARs poaching accounts

Web security vendor Websense has launched a lead-registration programme to stop ‘ambulance chasing’ VARs from cashing in on lucrative deals won by their competition.

Speaking to CRN, Frank Coggrave, regional director at Websense, said: “Last year we put in place a strong partner programme that rewards VARs that invest in Websense. However, there were still too many resellers that were ambulance chasing on deals after another partner had done all the hard work.”

Coggrave said the lead-registration scheme will allow VARs to own a lead for 21 days, and if they can prove customer interest they will then get ownership of the lead for another three months. The scheme will also allow partners to secure full margin, ranging from 38 per cent for top-level partners, down to 20 per cent for the lowest-level partner.

“However, one thing we think is unique is that if a partner loses out on a registered deal, we will pay them four per cent of the final end-user price on the deal,” Coggrave said.

Paul Prior, managing director of VAR Foursys, said: “It’s a considerable step forward from our point of view. It will protect partners from those that are just chasing upgrades, and will train VARs to be more creative and focus on winning new business.”