Trend Micro updated its channel program to encourage the recruitment of partners who have a deep understanding of configuring the Amazon Web Services infrastructure.

The Tokyo-based platform security giant said it was important that the channel be encouraged to get customers to transact through the AWS Marketplace, said Louise McEvoy, vice president of US Channels. McEvoy had noticed that their customers were circling partners and buying directly from the AWS Marketplace, which led to a meeting with AWS to see how partners can be rewarded for marketplace sales.

“There are many partners who are afraid of the marketplace because they can go straight and lose their end customers,” McEvoy told CRN. “I think partners have to reinvent themselves. There are many, many opportunities with Marketplace and Cloud, but partners can’t have the old mindset that they just show up and try to build the business once a year. “

[Related: Trend Micro…

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