NETGEAR schools push delivers results

SMB-focused IT vendor NETGEAR (NASDAQ:NTGR) has announced a 70 percent success rate on a programme offering schools free wireless network site surveys, leading to more than 200 projects handed to channel partners.

The lead generation project, which has run for the last eight months, is managed directly by NETGEAR in the UK and although focuses on WiFi has led to a number of sizable projects including email, storage and security which have been passed to channel partners.

“There is no cost to the partners,” explains Neill Hammond, UKI VAR channel manager, “And we pass on the relationship either to the NETGEAR partner the school has a relationship with or to a suitable local VAR.”
Tiered programme
The programme is part of an ongoing strengthening of its 1300 UK partners and is ahead of a restructuring that will move its channel to a three tiered gold, platinum and platinum+ model. The new programme, modelled after its US equivalent launched last year, will be based initially around sales volume and will offer better sales support, margin and training opportunities.

Hammond confirms that there will be a training and certification requirement for Platinum and above, although he stresses it is not onerous and will match NETGEAR’s own outreach to end users to ensure partners can deliver its range.
Product expansion
The firm has recently expanded its product line which now covers almost every facet of SMB infrastructure including fixed and wireless networking, security, antivirus, spam and storage.

The firm has yet to offer any VoIP products to SMBsm but Peter Newton, director of product marketing for NETGEAR is keen to point out that the firm makes a perfect partner for SMB focused VoIP suppliers who don’t sell network infrastructure, “The love us” says Newton referring to vendors such as Shoretel and Mitel. He also highlights a large number of Avaya partners who also offer NETGEAR as a cost effective option for smaller sites or branch offices.

“They [the SMBs] are coming out of the huddle and we have seen a strong increase in business,” Newton adds.