InfoExpress Goes ChannelBy John Hazard | Posted 2005-10-12 Email Print
Re-Thinking HR: What Every CIO Needs to Know About Tomorrow's Workforce
The network gatekeeper provider is turning its direct sales steam to a supporting role for what it intends to be an all-channel operation.InfoExpress Inc., a network gatekeeper provider and direct sales devotee, is going channel.
The access control vendor, an all-direct sales house, launched a channel program this week with three initial VARs, and plans to transition its direct sales force into a supporting cast for what will be an all-channel operation.
The Mountain View, Calif., company will add an additional nine to 15 resellers to fill its channel and expects to do between 30 percent and 50 percent of its sales through the channel by the end of this year, said Todd Nakano, executive vice president of InfoExpress.
InfoExpress' direct sales team will resort to a backing role, providing sales and technical support to VARs, who will make contact with customers, Nakano said.
Some sales will be handled directly, Nakano said, as some existing customers may prefer to retain familiar sale representatives, but most current and all new sales leads will be transferred to the channel.
"The VAR has the existing relationship with the customer base and the market," Nakano said. "They are going to close deals faster than we ever could and they're going to be the tool that makes for happy customers."
InfoExpress' solution provides access control for network access points.
The software places all network entrants into a temporary quarantine network until it can perform an audit of the entrants' security and determine its worth.
User and location identification are no longer enough to secure network access, according to Nakano.
To attract VARs to its program, InfoExpress will add marketing funds on a case-by-case value and a 30 percent sales margin, InfoExpress said.
InfoExpress has done well with early adopters of endpoint solutions, especially financial institutions, but would wishes to expand to new markets, such as utilities, and is looking for VARs with skills that will translate.
Selling endpoint security, requires only that resellers master a single use point to establish a market in a company or industry, Nakano said.
"We call it viral sales, because it will spread from there," he said. "Once they see it work in one space, they will want it in the others."
The five initial use points are remote access and VPNs; wireless LAN; extranet enforcement; publicly accessible ports, such as conference rooms, lobby areas and network plugs for consultant; and corporate LAN.
Participating VARs will receive one day of sales training and two days' technical training, plus frequent seminars and eSeminars for support, the company said.
VARs will be expected to undergo additional training and devote additional resources base don individual agreements reached with InfoExpress.