Manufacturer revitalises partner programme with sweeteners to boost reseller uptake

Headset manufacturer Plantronics has bolstered its Connect partner programme with extra training, marketing and rewards incentives.

Plantronics launched its reseller-specific programme in 2006 (CRN, 12 October 2006) to form closer ties with its VAR base. It now has 800 UK resellers on its books, but is keen to support its partners with more tailored services.

The vendor has pledged to extend its reach throughout its partner community by increasing channel campaigns and incentives. This will include more marketing campaigns; for example, its wireless headset trial campaign which has already been taken up by 60 partners.

Neil Watson, channel marketing manager at Plantronics UK, said the vendor will expand its Connect -2U telemarketing campaign, in which Plantronics uses a third party agency to call its VARs’ customer bases. The vendor will also throw more weight behind its MultiPoints incentive scheme, which offers free gifts to partners that meet sales targets.

“Plantronics is very careful about which partners it chooses for the MultiPoints incentives, as it does not want to hijack a partner’s sales tactics. Plantronics will liaise with the partner’s account manager, before making the decision,” said Watson. “Plantronics goes with what works best for the partner as one size does not fit all.”

Keith Humphreys, managing consultant of analyst EuroLAN, said: “It makes sense to add more incentives to draw in more partners and there is certainly a demand for hands free in the market.

“With the shift towards unified communications, there is a need for partners to invest in this area as customers want hands free instead of traditional handsets.”