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 marketing development fund. This isn’t about us pushing product *to* partners, it’s about collaboratively creating opportunities *with* them.
Secondly, we’re focusing on specialisation and verticalisation. The ‘jack of all trades’ reseller model is diminishing. We’ll empower partners to become experts in specific solutions or industry verticals – think cybersecurity for financial services, or cloud solutions for healthcare. This allows them to command premium pricing and build deeper customer relationships. We’ll provide dedicated training and certification programs to facilitate this.
Thirdly, predictable and generous margin structures are non-negotiable. While competitive pricing is important, Australian resellers value transparency and consistent profitability. We’re moving towards a tiered margin system that rewards partner commitment and performance, with clear pathways for advancement. We’re also exploring innovative incentive programs beyond simple rebates.
- Simplified onboarding: We’re streamlining the partner registration and enablement process, reducing time-to-revenue.
- Dedicated account management: Every partner will have a dedicated account manager providing proactive support and strategic guidance.
Finally, we understand the importance of integrated technology. Resellers need solutions that play well together. We’re actively building integrations with leading platforms used by Australian businesses, making it easier for partners to deliver comprehensive solutions. This reduces complexity and increases value for their customers.
Ultimately, our partner program will be judged on its ability to deliver tangible growth for our resellers. We’re committed to providing the resources, support, and incentives they need to thrive in a competitive market. If you’re an Australian reseller looking for a partner who invests in your success, we encourage you to explore our program details and connect with our team today.
