More than words
So resellers get an automatic reminder whenever a subscription is up for renewal and if they're unable to pursue that lead themselves, SonicWALL will do it for them end give them their piece of the action anyway.
"We've also increased our marketing activities, including buying data on UK companies and making it available to our resellers," said Bird. "We also have a marketing agency for our partners to use as well as an email tool and an enterprise team that can accompany resellers on major pitches."
These all seem like sensible initiatives and it's good to see a company that claims to be committed to the channel put its money where its mouth is.
Talking about money, to conclude Bird had some commercial advice for resellers finding it difficult to close deals as the global tightening of belts gathers pace. "There is a greater need to qualify deals and customers than ever before," he said. "Customers are backing out of deals due solely to the economic uncertainty, so you've got to be really smart to figure out which ones are going into a holding pattern and which aren't."
