Websense Web Security Gateway Offers Security via SAAS - Websense ChannelConnect Partner Program
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For solution providers, the Websense hosted approach offers an opportunity for
creating a managed security service—by virtualizing security and employing
remote management, a solution provider can offer to take on all of the security
management chores needed by the typical enterprise. That situation enables a
company to shift the liability and burden over to a solution provider, while
adhering to a strict budget for security.
Websense recognized the potential for partners and has created the Websense
ChannelConnect Partner Program, which offers training, marketing collateral and
specialized support. The partner program is broken down into several levels and
offers opportunities for a variety of solution providers. Partner types include
service providers, integrators, referral partners and managed service
providers. The company offers margins or commissions on the various services
and products that are available via the partner program.
Depending upon the partner level, solution providers will have several options
on how they engage the customer. Referral partners are purely a commission
play, while traditional partners get varying levels of support based upon
status. For example, Platinum-level partners are offered renewal protection,
guaranteeing all renewals go through the solution provider. All partner levels
have access to dedicated tech support, with Platinum-level partners getting
that support 24/7 as opposed to 12/5.
Platinum- and Gold-level partners are required to meet yearly sales
commitments. Silver partners do not have such commitments to meet. There is no
charge for membership to the channel program. Partners can expect margins
ranging from 25 to 30 percent and can also earn deal registration dollars at 15
percent. The Web Security Gateway service starts at $15 per seat per year for
the Antispam, Antivirus, Content Filter and Encryption services combination.
