Phoenix Goes All-Channel for Government, EnterpriseBy John Hazard | Posted 2006-02-07 Email Print
Phoenix will be relying on VARs to reach these markets, where its solutions complement and support a variety of applications.
Alongside the release of a new product, endpoint security vendor Phoenix Technologies announced on Feb. 6 its plans to take an all-channel route to the enterprise and government markets.
Phoenix will be relying on VARs to reach these markets, where its solutions complement and support a variety of solutions and applications, Phoenix officials said.
Alongside the launch of its channel program, the company, based in Milpitas, Calif., also announced the release of its latest endpoint recovery application, Recover Pro 6, which allows desktop and notebook users to recover remotely from crashes and attacks.
"All of our sales to enterprise and government customers will be through channel partners," said Albert E. Sisto, president and CEO of Phoenix.
"The success of this program and the strategic relationships we build with key channel partners and distributors will be critical to our growth in these new markets."
More than 140 VARs have signed on to the Phoenix Trusted Partner Network.
The program promises VARs resale margins and new value-added product offerings, three tiers of participationElite, Preferred and Selectproject registration, and access to sales, marketing, training and technical materials through a Web portal.
For resellers, however, it's Phoenix's products and ability to integrate that make the program a good fit, said Keith Mathis, Vice President of Sales and Marketing at Southland Technology, a San Diego-based VAR specializing in the convergence of voice, data and video over Internet protocols.
"The name is recognizable and synonymous with quality," Mathis said. "You know it's going to work with the solution. Recover Pro, for instance, is designed to work with almost everything in the market."
The program's design, with project registration and participation tiers, also enticed Southland, Mathis said.
"You want to be sure, if you've dedicated time, treasure and talent, that you can insulate yourself from poaching," he said.
The reputation of the Recover Pro line in serving remote users makes the program especially suitable for VARs in enterprise and government markets, where users are dispersed and often unreachable during system crashes, Mathis said.