3Com Enhances North America Focus Partner Program; Gives Channel Partners Greater Opportunity for Growth and Profitability; Delivers Higher End-User Satisfaction.MARLBOROUGH, Mass. -- 3Com Corporation today announced a range of comprehensive enhancements to the company's Focus Partner Program. The enhancements maximize channel partners' opportunity for growth and profitability by creating a more scalable program that measures and rewards partners based on their increasing commitment and expertise. The enhancements also provide partners with incremental Additional or increased growth, bulk, quantity, number, or value; enlarged. Incremental cost is additional or increased cost of an item or service apart from its actual cost. rewards and benefits as they increase their investment in selling 3Com(R) products and solutions. "The key to successful channel sales is in building a program that meets the needs of a wide variety of partner business models," said Ken Presti, research director of network channels, IDC. "These new enhancements to 3Com's Focus Partner Program help partners to align with 3Com based on expertise and commitment, which can help to identify the appropriate partner to meet the customer's business need." Developed after extensive consultation with both existing as well as non-3Com channel partners, the enhancements make 3Com's Focus Partner Program one of the most profitable and partner friendly in the networking industry. Enhancements to the program include: a points-based Focus Level attainment system; Technology Specialization categories; an updated 3Earnings rebate rebate, partial refund of the total price paid for goods or services. In the United States, rebates were historically given by railroads to favored shippers as a return on transportation charges. program; more opportunities to leverage marketing development funds (MDF (1) (Main Distribution Frame) A wiring rack that connects outside lines with internal lines. It is used to connect public or private lines coming into the building to internal networks. ) to drive end-user demand; and improved tools, including an enhanced Partner Dashboard (1) See Mac Dashboard. (2) A software-based control panel for one or more applications, network devices or industrial machines. Dashboards display simulated gauges and dials that look somewhat like an automobile dashboard. , a redesigned Marketing Store and online configuration and service quote tools. Additional program components include automated lead distribution and management systems and deal registration, which will be added in the coming months. "Our strength is our channel and these enhancements further demonstrate our commitment to our partners through recognition and reward for investment in selling 3Com," said Nick Tidd, 3Com's vice president of North American North American named after North America. North American blastomycosis see North American blastomycosis. North American cattle tick see boophilusannulatus. Channel Sales. "This is a significant milestone in the continued evolution of our Focus Partner Program - a program that has been built by partners for partners. With 3Com, partners have more opportunities to sell, are more knowledgeable about 3Com products and solutions, and are more motivated, which means customers enjoy a valuable relationship with the partner and 3Com." To clearly and effectively measure a channel partner's commitment and investment in 3Com, the program now features a points-based Focus Level attainment system. Partners accumulate points for completing and maintaining technology specializations, carrying Service Delivery Authorization or Service Reseller An organization that sells hardware and software to the general public. Resellers purchase products from software publishers and hardware manufacturers. Authorization status, as well as for revenue generated. More points equals a higher Focus Level in the program and more benefits that a partner can earn in the form of financial rewards, personalized per·son·al·ize tr.v. per·son·al·ized, per·son·al·iz·ing, per·son·al·iz·es 1. To take (a general remark or characterization) in a personal manner. 2. To attribute human or personal qualities to; personify. access to 3Com and improved recognition in the marketplace. One of the most significant enhancements to the program is the opportunity for partners to specialize in 3Com's major technology areas - Security, IP Telephony The two-way transmission of voice over a packet-switched IP network, which is part of the TCP/IP protocol suite. The terms "IP telephony" and "voice over IP" (VoIP) are synonymous. , Enterprise LAN (Local Area Network) A communications network that serves users within a confined geographical area. The "clients" are the user's workstations typically running Windows, although Mac and Linux clients are also used. and Enterprise Wireless Infrastructure - which was driven in part by the expansion of 3Com's product portfolio. Technology Specialization provides visibility for an end user to find the most qualified partner for their needs. Partners can choose which of the specialization categories they want to participate in based on their capabilities. Additionally, within each of the specializations partners can achieve Elite status, an exclusive group of partners that meet 3Com's most stringent requirements for sales as well as technical and service support. Among the many benefits of 3Com's Focus Partner Program are financial rewards, including 3Earnings rebates that are given to partners that demonstrate expertise within the Technology Specialization categories, and MDF funds, which are provided to partners either on a percentage of sales or on a proposal basis, depending on the partners' level in the program. 3Com partners also have access to dedicated account executives and account managers, recognition in 3Com's Partner Locator LOCATOR, civil law. He who leases or lets a thing to hire to another. His duties are, 1st. To deliver to the hirer the thing hired, that he may use it. 2d. To guaranty to the hirer the free enjoyment of it. 3d. in addition to logo and co-branding opportunities. New tools, including an enhanced Partner Dashboard, provide partners with greater visibility into their 3Com business. The dashboard is updated in real-time by 3Com, removing complexity and providing partners with visibility into their Focus Level attainment status, 3Earnings rebate tracking and applicable MDF accruals Accruals Accounts on a balance sheet that represent liabilities and non-cash-based assets used in accrual-based accounting. These accounts include, among many others, accounts payable, accounts receivable, goodwill, future tax liability and future interest expense. . Updates to the dashboard are completely automated so partners can quickly and easily obtain the information they require. Partners can also access demand generation tools, advertising and other marketing programs through 3Com's new Marketing Store. Additionally, unlike competitive programs, partners can spend their MDF allowance with approved 3Com vendors without any cash outlay. Program Requirements To participate in the program, partners must meet basic registration requirements. To achieve Gold, Silver or Bronze status, partners must attain minimum points thresholds and meet additional mandatory requirements, such as submission of business plans and completion of a semi-annual partner profile. Gold partners are required to maintain Service Authorization status and provide access to point-of-sale (POS (1) See point of sale and packet over SONET. (2) "Parent over shoulder." See digispeak. POS - point of sale ) data. Focus Levels are assessed every six months, instead of quarterly, allowing partners to drive consistent programs with customers and prospects. Participation in any of the Technology Specialization categories requires minimum sales training and technical certification levels. Enhancements to the Focus Partner Program are available to North American partners today. For further information on the Focus Partner Program visit http://www.3com.com/partners/ About 3Com Corporation 3Com Corporation (NASDAQ NASDAQ in full National Association of Securities Dealers Automated Quotations U.S. market for over-the-counter securities. Established in 1971 by the National Association of Securities Dealers (NASD), NASDAQ is an automated quotation system that reports on : COMS COMS 3Com Corporation (stock symbol) COMS Certified Orientation and Mobility Specialist COMS Continuous Opacity Monitoring Systems COMS City of Manchester Stadium (UK) ) is a leading provider of secure, converged voice and data networking solutions for enterprises of all sizes. 3Com offers a broad line of innovative products backed by world class sales, service and support, which excel at Verb 1. excel at - be good at; "She shines at math" shine at excel, surpass, stand out - distinguish oneself; "She excelled in math" delivering business value for its customers. Through its TippingPoint division, 3Com is the leading provider of network-based intrusion prevention See IPS and IDS. systems that deliver in-depth application protection, infrastructure protection, and performance protection for corporate enterprises, government agencies, service providers and academic institutions. For further information, please visit www.3com.com, or the press site www.3com.com/pressbox. Copyright (C) 2005 3Com Corporation. 3Com and the 3Com logo are registered trademarks and TippingPoint is a trademark of 3Com Corporation or its subsidiaries. All other company and product names may be trademarks of their respective holders. |
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