Perimeter Gets the Cisco Seal to Push Managed Security Services to VARs

Managed service provider Perimeter Internetworking Inc., positioning itself to wrap its services around the device sales of its VAR cousins, has been working with Cisco Systems Inc. to deliver an out-of-box solution for the offering.

The company was recently announced as a Cisco Managed Security Service Provider ATP (Advanced Technology Provider), one of about 20 MSPs working with Cisco to deliver security and network service solutions, mainly through VARs.

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The status certifies certain resources requirements and standards such as access to a Cisco laboratory, a dedicated staff and minimum customer service scores.

ATP partners work with Cisco engineers and marketers to develop solutions and deliver them to receptive Cisco partners.

"This enables us to leverage the Cisco base of partners to deliver what we have," said Tom Neclerio, Perimeter's vice president of security. "This let's them know we work with what they have already and let's them wrap it around a device—say sell a firewall with a managed services, so you're not just dropping a device at the door."

Demand for managed services, including managed security, has shot up in the last several years as customers seek greater value-add and VARs seek opportunities for recurring revenue.

"In a market where managed services are in such high demand, some VARs need someone they can lean on to provide it," Neclerio said. "This allows them to latch onto that recurring revenue stream and do it with a Cisco-led product."

Perimeter delivers its services from three network operation centers and two redundant data centers.

The company provides its services either on-site with its Customer Premises Equipment or via "Security in the Clouds," a hosted solution that allows customers to enjoy the service on a subscription basis without the full investment in infrastructure and hardware.

Participating VARs would be able to wrap the solution around its own or sell directly and allow Perimeter to fulfill a back-end role, Neclerio said.