Trend Micro: Trend Micro taps into 'golden opportunity' with new incentive programmes

Trend Micro boosting its channel efforts to tap into a "golden opportunity" in the Australia and New Zealand (A/NZ) market through the launch of new incentive programmes.Speaking to ARN, the vendor's A/NZ head of partnerships and alliances, Chris Zamagias, said Trend was developing its channel offerings to further partners' capabilities."The strategy is to continue working with the entire channel - so that includes our distributors, partners, managed service providers, professional services delivery and incident response teams - to give them the tool sets and the capability to meet the requirements about what the customer needs," he said.Part of this development includes new incentive programmes for deal referrals and new logos, offering "over and above" the standard discounts it already provides."Everything we do goes through the channel, so you can feel confident and have some trust in terms of when you're engaging with us, that we're not going to have a direct rep who is going to be fighting you," Zamagias said."We continue to invest our resources in the channel. I'm continuously looking at how we're deploying our resources and making sure that they're effective."Zamagias said Trend's focus is on "having the right partners" to deliver the level of value customers require and it will be leaning into its distribution network of Crayon, Dicker Data and Ingram Micro to achieve this."I'm looking for partners that have got the right skill sets," he said. "Not just transactional partners [but] partners who understand the security requirements for customers and have that skill set to be able to provide that additional value customers are demanding."For those prospective partners to be "right", Zamagias added that they need to have some degree of a security competency as opposed to being purely transactional, where customers weren't looking for that business model."We believe that we've got a golden opportunity here across A/NZ. Our profitability and revenue has kept growing," he said.Zamagias joined Trend in July last year and said he was focused on providing direction on its strategies it was bringing to market.At the time of his appointment, Trend said bringing Zamagias into the fold was part of its "dedicated focus and investment" in its channel community to support, build and nurture partners and resellers in the region.