2011 Press Releases

Trend Micro blir mer kravstore [document in English]

Trend Micro’s New Message to Channel: Be Proactive, Be Profitable, or Be Gone

Cloud security specialist tells partners to get with the Programme


03 October 2011

Trend Micro Inc. (TYO: 4704; TSE: 4704), a global cloud security leader, today announced an aggressive new Partner Programme, focused on rewarding proactivity, driving new business and customer retention, delivering greater rewards and reviewing partners who are underperforming.

Despite tough economic times, industry analysts including Gartner, IDC and Forrester recognise that the Internet Security sector has posted year-on-year growth, and that the growth is forecast to continue. Further in-depth research by Trend Micro, conducted with its extensive partner network and across the wider channel, has clearly shown that this sector represents a significant revenue opportunity for partners selling both traditional and cloud computing security solutions.

Yet the research has also shown that the rapid pace of change in this industry is exposing weakness across some parts of the channel. Many partners are relying too heavily on easy repeat business, rather than working proactively to hunt and farm opportunities within existing and new customers.

Anthony O’Mara, SVP EMEA Trend Micro, explained the thinking behind the radical decisions: “Most vendor partner programmes are seen as nothing more than a restrictive table of discounts and this means that much of the channel has tended to adopt coping strategies, rather than engagement strategies. Our Programme raises the stakes and will challenge and reward both our commitment to the channel and the channel’s commitment to Trend Micro as a vendor.”

Trend Micro’s approach is a leaner, more agile, more lucrative Partner Programme, in which the vendor delivers simplicity, flexibility and profitability to its partners, in return for a much-boosted set of rewards around profitability. The tiering structure is now a simple Bronze, Silver, Gold and Platinum arrangement – vastly improved flexibility and vastly reduced administration, plus a far clearer line of accountability to each and every partner.

The partners that Trend Micro decides to retain, and the new ones it attracts, will benefit from a number of significant improvements and new initiatives, including:

• Deal Registration – partners will be rewarded financially for working more closely with Trend Micro on developing business


• Specialisations –partners will be eligible for further training and certification to enable them to develop lucrative market specialisations, addressing multiple areas including Cloud & Data Centre Security, End Point & Mobility, Data Protection and SMB


• Upfront discounts and rebate schemes for the outperformers


• Marketing Campaigns on Demand – a virtual marketing environment that will require partners to quickly set up, execute and measure new marketing campaigns


• An updated Partner Portal, with enhanced support for sales, marketing and training

The relaunch of the Partner Programme comes at a time when Trend Micro is achieving its highest growth against competition in the Internet Security sector and has been rated number one leader in the Virtualization Security market, according to Technavio’s Global Virtualization Security Management Solutions Citation.

O’Mara continues “If our partners work with us to develop profitable, sustainable business, we will reward it with training, certification, specialisation, business planning, and marketing tools, as well as very competitive margins. We give our partners the only Programme in the industry that goes beyond traditional anti-virus business and plugs them straight into the rapidly expanding cloud security and virtualization markets. Underperformance is no longer an option.”

An extensive communications campaign is underway to help existing Partners understand how they can take part in the new Programme. New channel businesses interested in benefiting from the increased focus on partner profitability that the Programme brings can contact Trend Micro’s partner recruitment team on

http://emea.trendmicro.com/emea/about/contact_us/europe-middleeast-africa/index.html

-Ends-

Om Trend Micro
Trend Micro er en av verdens ledende bedrifter innenfor Internettsikkerhet som fokuserer på å sikre utbyttet av digital informasjon for bedrifter og privatpersoner. Som industripioner driver Trend Micro den integrerte sikkerhetsteknologien fremover for å sikre driftskontinuitet, personlig informasjon og eiendom mot skadelig kode, søppelpost, datalekkasje og de nyeste nettruslene. Våre fleksible løsninger, som er tilgjengelige i flere former og som overvåkes døgnet rundt av sikkerhetseksperter over hele verden, stopper trusler der de dukker opp først – på Internett. Trend Micro, som ble grunnlagt i 1988, er et internasjonalt selskap med hovedkontor i Tokyo og selger effektive sikkerhetsløsninger via forretningspartnere over hele verden. For mer informasjon, besøk www.trendmicro.no.

Trend Micro (EMEA) Ltd

Nils Roald
Country Manager, Norway & Iceland
Karenslyst Allé 2
0278 Oslo, Norway
Mobile: +47 93055457
Email: nils_roald@trendmicro.no
Internet: www.trendmicro.no

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