India-based UTM vendor wants to bring its success in Asia-Pacific to U.S. shores through partners.Unified threat management provider Cyberoam, a division of Elitecore Technologies, is promising 100 percent indirect sales to partners as it prepares to launch its U.S. channel program at the RSA Conference in San Francisco the week of Feb. 5.
The company, based in Ahmedabad, India, with U.S. headquarters in Newburyport, Mass., will also launch an authorized solution partner council for the United States, with three initial members. Cyberoam claims over 200 partners worldwide.
"We have a significant presence in Asia Pacific and the Middle East," said David Glenn, director of U.S. channel sales for Cyberoam. "We have a handful of partners in the United States. But now we are dedicating a sales and marketing team to the U.S. specifically," in an effort to expand those numbers, he said.
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The U.S. partner program will provide qualified partners with market development funds and cooperative marketing funds to "help evangelize the brand in the marketplace"; lead generation programs; a deal registration system with account protection; access to demo gear for customer site evaluation; and competitive information and training.
The Cyberoam UTM appliance provides identity-based firewall, VPN, gateway anti-virus, gateway anti-spam, intrusion detection and prevention, content filtering, bandwidth management, and multiple link management in one device.
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"A key consideration for partners in the United States is around regulatory compliance—things like CIPA, the Children's Internet Protection Act for education, and HIPAA (Health Insurance Portability and Accountability Act) for health care," Glenn said.
Steve Barone, president and CEO of Detroit-based Cyberoam partner Creative Breakthroughs, said he plans to push this product with his Citrix customers, saying it can solve a lot of issues related to that product. He said he also thinks it will do well in the education space.
"The education market seems to be a natural for this product," Barone said. "Schools need to be able to do user management-based policy enforcement in an effortless way. A UTM device that lets you manage user credentials is a big deal."
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