Security is a relationshipBy Sharon Linsenbach | Print
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Google's changes to Postini's pricing structure and its recent channel moves are helping Webroot recruit new e-mail security services resellers.
Benham and Berger said that Webroot's channel program was focused on presenting VARs in the best possible light, so that customers can see the partners' added value. He said one way to accomplish that was to co-brand Webroot products with the VAR's name and logo, that way a piece of equipment the customer touches every day has the partner's name and logo on it, keeping him front of mind.
That front-of-mind, value-add philosophy is especially important in SMB security, he said, since SMBs often need somebody to help them understand how much and what kind of security they need for their business.
"There's a continuing discussion about security that has to take place between VAR and customer, it's not a one-time-use transactional application," said Berger. "Our VARs like having that ongoing conversation rather than going to Google, type in 'e-mail security,' add 'e-mail security' to your shopping cart and lo and behold! You've gone and bought yourself some security!"