Websense planned to give 30 percent more margin to partners that registered new customers with the web security vendor under its refreshed partner program.
The "centrepiece" of the program, according to Daniel Crnkovich, Websense ANZ partner manager, was around deal registration and more margin for opportunities partners bring to Websense.
The program was launched in the US and UK as part of a global roll out over the last six months and was made available to Australia and New Zealand partners on October 1.
“Partners said they would like higher margins and therefore more control over the deal and opportunity so effectively we’ve given them that margin to go out and win the customer business.
“To qualify, they do need to deal register that opportunity with Websense and that new margin relates specifically to new business. There is additional margin that we’re offering the channel also for what we call annuity business,” Crnkovich told CRN.
Unable to reveal the precise amount, Crnkovich said the additional margin is “quite significant”.
“It is not 10 points, it is in the vicinity between 20 points and 30 points,” he said.
Crnkovic admitted that the previous program "wasn’t a lot of value". He said deal registration had a 5 percent additional margin but if the deal was discounted that was lost.
Further, the new arrangement was available for all tiers - platinum, gold and silver.
“It doesn’t discriminate," he said.
Crnkovic said the company recently signed one of the top four banks for its data leakage protection service.