Print IT Reseller - issue 48

30 PARTNER PROGRAMME 01732 759725 Brother UK is a 100 per cent channel- centric business. Its channel is spilt into three areas – the biggest of which is resellers. Here, the customer base sits between 2,500 – 3,000 partners, a number that according to Millar fluctuates depending on the amount of interaction and volume of business conducted. The company also has around 33 strategic partners comprising SIs, VARs and solution providers, and the third sector is its retail, contract stationer and online reseller partners. “The majority of our channel fall under our partner programme with a few exceptions that we support in a different way,” Millar explained. The legacy partner programme operated on a tiered model, with each level structured to support resellers in driving sales of printers or solutions. However with both Brother and its channel partners looking to tap into the growing services and solutions market, in particular in managed print, it was clear that some changes needed to be made to support that, in particular in simplifying and maximising the rebate earning potential. “Historically resellers would earn a tiered rebate dependent on the device sold – so a high-end model would attract a higher reward than an entry-level basis printer for example, however what it didn’t do is encourage the reseller to push up and look at solutions,” Millar said. He added: “The theory was sound, but in a changing marketplace, we have to continuously review how we can best support our partners and we recognised that we could make it easier for them to manage and maintain their earnings.” Increased earning potential Under the new programme, partners will be ranked at either Reseller, Gold or Platinum level, with each tier offering a tailored set of benefits and varying levels of rebate earning potential. “One of the key changes is the way we have restructured the rebate model, a move designed to give our partners more confidence in how they calculate their earnings,” Millar said. Under the new scheme, the rebate earning potential is three-tiered – Maintain, Enhance and Accelerate. “Targets are set on a quarterly basis and if partners achieve the same level as the same quarter the previous year, then they will receive a flat rebate – we call this Maintain. We will also set a ‘stretch’ (Enhance) target, which if hit will deliver an additional percentage rebate on top, and for our Platinum partners, there’s also a third level – Accelerate – where incremental rebates will be paid on sales of selected SKUs and key products. We Greig Millar, General Manager for Sales at Brother UK, talks to PrintIT Reseller about the company’s upgraded partner programme, which has been designed to help its resellers boost margins and secure long-term contracts with customers Brother UK revamps partner programme will also break down all sales and supply each partner with a report that clearly summarises the revenues earned each quarter,” he explained. Channel support The new partner programme is designed to help strengthen and grow channel partners’ business and includes sales and marketing support, product promotions, partner certification, incentive schemes and rewards, an improved and easier to manage rebate scheme, as well as additional rewards for selling MPS. Partners can access these tools and benefits through the online portal – BrotherZone. “Our partners receive tailored levels of support from Brother from dedicated account management (or telephone account management); access to channel sales execs, marketing managers, public sector and commercial sales teams; a UK call centre, online support as well as our award-winning recycling facility. The BrotherZone portal also affords access to promotions, marketing assets and a library of product information and training,” Millar explained, adding: “Now, with the new programme we’ve created two certified partner levels Gold and Platinum.” Gold and Platinum To qualify for Gold status, some of the things partners have to demonstrate include a positive/engaged relationship, original supplies focus and the ability to sell MPS. Under the new programme, Gold partners will receive a range of benefits to help increase sales and marketing continued...