Is this Extraordinary?

I will always applaud the efforts of vendors that truly try to engage their partner community. With that said, I came across an article on ChannelWeb regarding the efforts of Proxim Wireless to engage and support their channel partners through the difficult economic climate. Again...every company should be working to support their partners and the fact that Proxim is communicating their channel support plans should be recognized.

But take a closer look at the steps they are taking:

• Reducing the revenue requirements to maintain designation levels.
• Providing a deal registration solution.
• Implementing a partner portal.

One has to wonder why there is even a revenue requirement for designation achievement. Wouldn't it be better to keep the designation levels as they are, but introduce a growth incentive that will truly improve the channel(s) bottom line? Even better, remove revenue from the requirements and focus on what customers really care about...capability, competency, and service. Deal registration is good...but hardly extraordinary. Proxim should have a deal registration program, but it is a "me-too" effort. Likewise with the partner portal...have they really not had a secure site for their partner until now? eNewsletters...marketing programs...co-marketing...company information...not the most revolutionary set of initiatives.

I applaud Proxim for their efforts and continued investment in their channel infrastructure. I am critical only because their efforts are not extraordinary. Channel partners will likely be glad to have a portal and deal registration program (as long as conflict is closely managed), but I don't see them jumping for joy or believing these will help them weather the economic storm. They will be glad to see the lower revenue requirements. Many will simply just not have to work as hard to maintain their level. There is really no incentive with the revenue requirement reduction.

Seth Godin recently had post regarding "Bear Shaving". Isn't this just Bear Shaving? Is Proxim really addressing their root cause issue or are they putting perfume on a pig and spinning it in the media?