Milestone Retools Channel Partner Program to Reward Knowledge, Not Just Volume Sales

Milestone Systems, which provides a platform for IP video management software (VMS) and surveillance, is rolling out its next-generation channel partner program to their global network of distributors, resellers and system integrators.

The new program rewards achievements in training and certification, product knowledge and experience, and support capabilities. The program provides opportunities for higher margins, enhanced partner labels and boosted visibility tied to product knowledge, according to Milestone.

“The criteria for these differentiations go well beyond the traditional considerations in the industry that have mainly been based on volume of sales – other key partner attributes are now promoted,” the company said.

Major changes are for instance being incorporated to the Milestone Where To Buy section of the site to clearly show partners’ status as Silver, Gold, Platinum or Diamond, with a new proximity-based map search function.

“Our partners ARE Milestone,” said Lawrence de Guzman, director of global sales operations at Milestone Systems. “We are focusing on serving them with easier tools, higher rewards and more differentiation in the marketplace. Milestone channel partners around the world are now able to choose even more flexibly how they want to do business with Milestone to create the best video surveillance solutions for their customers.”

The new program also updates the My Milestone portal with a Business Lounge section offering partner status updates, training and support options, tools for software license management and new administrative roles and rights.

“Milestone wants to lift the business process to the next level through highlighting and enabling the value that partners deliver to everyone involved in our video surveillance installations,” said Eric Fullerton, chief sales and marketing officer at Milestone Systems. “For example, how many Milestone certified employees do they have? Can they provide dedicated customer support? Do they offer development and integration services? What is their existing versus new customer base, and what does this say about their engagement and reputation as a company? Long-term success is about the added value partners contribute and Milestone aims to foster that sustainability.”


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