Network Security Reseller Channel

As the channel continues to line up their customers with the right network security protection, vendors have spent the last year making sure their partners have the right tools and training to do so.

Symantec

Looking back at significant channel announcements in 2003

The most significant announcement that Symantec made with respect to its channel was the revamp of its certification program, says Allyson Seelinger, vice president, North American channels at Symantec Corporation.

"To better support the needs of our partners, Symantec revised its certification program based on feedback received from partners either directly, or through industry studies," Seelinger said. "The new program recognizes vendor-neutral security certifications; shortening the time it takes for a partner to become certified while still ensuring that customers receive the highest level of certified security expertise."

The revamped program provides online and instructor-led technical training and includes courses in firewall and VPN technologies, vulnerability management, intrusion detection, and virus protection and content filtering technologies. A passing grade on the appropriate Symantec security exams, plus one of the approved vendor-neutral certifications enables a partner to earn Symantec certification credentials at four different levels. The company also introduced free instructor-led training to Enterprise Security and Enterprise Solutions partners.

What the channel can expect in 2004

"We are continually finding new ways to enhance the value proposition of being a Symantec partner," Seelinger emphasized. "We have plans to launch a number of exciting programs in 2004 that will add to the value of being in the Symantec Partner Program."

Computer Associates

Looking back at significant channel announcements in 2003 Alan Komet, North American channel manager, eTrust at Computer Associates Corp., said the biggest announcement that CA made was its new channel partner program announced during CA World in July. The program focused on 4 key areas, which included free phone-based technical support, free sales and technical training, US $750 million in leads developed by its Customer Interaction Center and rebates of to 15 per cent.

What the channel can expect in 2004

"CA is focused on continuing to build and expand the new partner program," Komet said. "We will be launching new releases of key channel products, like BrightStor ARCserve."

Network Associates

Looking back at significant channel announcements in 2003

Alva Purvis, senior director of global channel enablement for Network Associates Corp., said it has launched a number of new and exciting innovative channel-focused products this year.

The most recent was the release of its Netasyst network analyzer, its first network security and management solution designed for the SMB market.

The company also added two SMB specific products, which include its Magic HelpDesk IQ, a browser-based service desk solution, and its McAfee SpamKiller for Microsoft Exchange Small Business, an anti-spam solution that enables employees to increase efficiency.

"The most prominent is Network Associates new global focus on the channel," Purvis said. "By increasing investment in channel enablement programs, we know our partners will develop high value skills and services that will help drive software and profit growth for both of us."

What the channel can expect in 2004

The vendor says it has a number of exciting announcements that it will be launching to its channel in the first half of 2004 that it believes will not only help its partners grow their businesses, but make it easier for partners to do business with them.

"The number one goal however, is growth in the SMB market through channel expansion," Purvis said. "Through aggressive programs and innovative product development, we believe we can provide our partners a competitive advantage through the Network Associates solutions portfolio and channel relationship."

FrontBridge Technologies

Looking back at significant channel announcements in 2003

FrontBridge's set out a goal during last year is to be the secure mail and anti-spam vendor of choice for VARs offering security services across the country.

The company hired a channel leadership team back in June, and soft launched its programs in August by targeting a select number of the most respected VARs within its FrontBridge Enterprise Partner program.

"The program provides the focus, tools, resources, and margin to enable our partners to ramp up quickly and enjoy the fruits of success when selling our services," said Juliet Greco, eastern region channel manager at FrontBridge Technologies. "We have had particular success in the channel conducting Webinars, targeted seminars, and a program to train partner salespeople we have called our "FrontBridge Messaging Expert" program."

What the channel can expect in 2004

On tap for the early part of 2004 will be a formal launch of its channel Website going live.

"We will continue to enhance and tune our programs to deliver incremental value and services to our partners throughout the year," she added.

Trend Micro

Looking back at significant channel announcements in 2003

Trend Micro unveiled its Enterprise Protection Strategy, which protects and mitigates the spread of a network virus in the early stages of an outbreak, as well as provides central control across the various enterprise access points, and provides damage cleanup services.

The company also integrated its anti-spam product into its content security platform, InterScan Messaging Security Suite. Trend Micro also launched last year and made available to its channel purpose-built products for the small-medium business market.

"We have focused our channel management staff in the U.S.," said Dan Glessner, senior director, North America marketing for Trend Micro.

What the channel can expect in 2004

"We will continue our ongoing development of our channel emphasis in the new year," Glessner said.

Check Point Software

Looking back at significant channel announcements in 2003

Check Point Software made two significant channel announcements during the year, according to Neil McNamara, vice president of sales, Western Hemisphere, at Check Point Software Technologies.

Back in April, the vendor launched its Small Business Partner Program designed to help solution providers deliver Check Point Internet security to small businesses. The benefits for solution provider partners include being listed in Check Point’s web-based lead-generating partner locator to assist in matching them up with small businesses in their region. They also have access to Check Point’s small business resource center, are eligible for co-marketing funds and can get online sales and technical training.

The second announcement was enhancements made to its overall partner program and a new partner designation. Program enhancements included a new Web portal for partners called PartnerMAP, which gives our partners access to Check Point business tools and real-time customer account information. Also introduced was its “Check Points” Reward Program, which allows channel partners to accumulate rewards vouchers for Check Point certification training. A Platinum partner designation was also added, which recognizes outstanding partners for their commitment to investing in Check Point technical and sales resources. Platinum partners benefit from increased co-op funds, rebates for exceeding sales goals and priority listing on the Check Point Partner Locator.

What the channel can expect in 2004

The company plans to focus on its technology strategy to deliver intelligent perimeter, internal and Web security solutions. It will expand out its solution portfolio to include two new families of internal and Web security products.

New internal security solutions are expected to be announced during the first quarter.

"The solutions will enable the industry’s deepest and most intelligent protection for internal networks, systems and applications," McNamara said.

A new family of Web security products are slated to be delivered during the first half of the year that will enable the industry's only unified, end-to-end solution for addressing Web access and Web protection challenges.

"These new solutions will allow corporate users to leverage the Web as a flexible access mechanism and information source, without compromising security," he added.