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Channel News: GFI Software Updates Channel Training

GFI Software Ltd. is on a mission to provide its channel partners with an automated, online system with the professional look and feel of a much larger ISV's program.

The Raleigh, N.C.-based Gold Certified provider of security and messaging software took another step along that path with the introduction of a more modular partner training program that's more tightly integrated with its lead generation tools.

The training modules come through a partnership with MediaDefined Inc., makers of the NetExam e-learning solutions.

Jim Semersky, director of channel sales at GFI, says the new NetExam tests will fit more easily into the schedules of GFI's partners. "Instead of doing a one-hour course, when hopefully you can answer the questions at the end, NetExam has got everything in short lessons followed by quizzes," Semersky says. "These little vignettes are anywhere from five to eight minutes in length."

In the past, Semersky says, "Partners had to download a big file, take the test and e-mail it back to us." The new system is also integrated with the Salesforce.com-based partner portal GFI uses to distribute leads to its partners.

For GFI, effective partner training is essential to its growth strategy. "In the Americas, we're taking half of our business that we've built over the last 14 years and giving that to partners," Semersky says. "One of the rules of engagement is that we require the partner to be knowledgeable and be certified before we give leads to them."

The GFI portfolio includes MailEssentials, FAXmaker, MailArchiver, MailSecurity, WebMonitor, LANguard Network Security Scanner, LANguard Security Event Log Monitor, EndPoint Security and Network Security Monitor.

About the Author

Scott Bekker is editor in chief of Redmond Channel Partner magazine.

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