In 2016, Smoothwall made the strategic decision to move to a fully channel model, following a drive to improve the channel go to market strategy and onboard more high profile partners.
The initiative came following a string of successful new partnerships, and the need for a more focussed approach to optimising channel performance. During 2016, Smoothwall improved the product portfolio to create a more distinct and direct message to its core markets; UK Education and Public Sector, and also developed a relationship with Gartner to help leverage industry experts to ensure the channel model was best of breed and in line with industry expectations.
Moving into 2017, the partner programme has been enhanced to incorporate a number of new features to maximise partners’ potential in selling products and services from Smoothwall. Head of Channel Sales at Smoothwall, Michael Miller, explains the decision to further improve the partner programme in 2017.