As we look towards bolstering our reseller network, a critical question arises: what will make partners choose us over the competition? The Australian channel landscape is becoming increasingly sophisticated, and simply offering a product isn’t enough. Success in 2026 and beyond hinges on building genuine, mutually beneficial partnerships. We’ve analysed the trends and identified key areas where we’ll differentiate ourselves.
Firstly, demand generation support will be central. Australian resellers consistently tell us they need more than just margin; they need qualified leads. We’re investing heavily in co-branded marketing campaigns, digital advertising initiatives, and access to our market intelligence data to ensure our partners have a consistent flow of potential customers. This isn’t about handing over sales, it’s about amplifying their efforts and reducing their customer acquisition cost.
Secondly, we’re focusing on specialisation and verticalisation. The ‘jack of all trades’ reseller model is losing ground. We’ll empower partners to become experts in specific solutions or industry verticals – for example, cybersecurity for financial services, or cloud solutions for healthcare. This includes dedicated training, certification programs, and access to specialised sales and marketing collateral. This approach allows partners to command premium pricing and build deeper customer relationships.
Thirdly, predictable and generous incentives are vital. Beyond standard margins, we’re designing a tiered incentive program that rewards performance, commitment, and specialisation. This includes quarterly bonuses, MDF (Market Development Funds) for local marketing activities, and exclusive access to new product launches. Transparency and predictability are key – partners need to understand exactly how their efforts translate into rewards.
- Simplified onboarding: We’re streamlining the partner registration and onboarding process, reducing friction and getting partners selling faster.
- Dedicated partner success manager: Each partner will have a single point of contact for support, training, and escalation.
Ultimately, our partner program will be judged on its ability to deliver tangible business outcomes. We’re not just looking for resellers; we’re looking for strategic allies. By investing in demand generation, specialisation, and rewarding incentives, we’re confident we can attract and retain the best partners in the Australian market. If you’re an Australian reseller looking to grow your business, we encourage you to explore our partner program details and schedule a consultation with our channel team to discuss how we can work together.
