Websense Beefs Up Channel Goodies

By Jessica Davis  |  Print this article Print


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In a push to become a channel-only company, the security vendor hosts its first partner conference since 2001.

Looking to beef up the goodies it offers channel partners as part of a year-long effort to become a 100 percent channel sales organization, Websense has announced a new online learning environment, a channel contest and roadshow training.

The security technology company announced the programs last week during its first channel partner event since 2001. The announcements come on the heels of a remake of the company's overall partner program.

That remake has included the addition of a distribution relationship with Ingram Micro and an increased volume of resellers by 71 percent in the second quarter of this year, according to David Roberts, vice president of sales and channel for the Americas, who joined the company just over a year ago and has overseen the changes.

"A year ago we had a vision and a roadmap for where we needed to go," he said. "Today we have some hard deliverables and a scorecard. This group of resellers is key to our success."

To read about Wensense's push for SMBs, click here.

To shore up its efforts in the SMB space, in early July, the company announced Websense Express, aimed at the mid-market and designed for ease of installation. The company has also added deal registration and has launched some new programs with its direct market reseller partners and large account resellers.

New partner goodies announced last week include:

  • Websense University, a Web-based education tool that offers 50 online classes and other supporting materials with both a technology and sales focus. The offering is part of a new PRM system that will also be used by the company's internal sales organization which provides channel support.

  • The "Full Throttle" sales contest that runs through the rest of the year and will reward channels sales representatives with the most SMB transactions (those with fewer than 1,000 seats) of Websense Web Security Suite and other products with prizes including a classic Orange County Choppers Motorcycle.

  • The "Power Through Partnership" Enablement Road Show, offering free training sessions in cities across the United Sates.
    Jessica Davis covers the channel for eWeek and Channel Insider. Her technology journalism career began well before anyone heard of the World Wide Web and has included stints at Infoworld, Electronic News/EDN, and the Philadelphia Business Journal. Her work has also appeared on CNN and Forbes.com. She has covered hardware, software and networking, as well as the business side of technology. She has won several journalism awards, including a national ASBPE award for best staff-written column, and was named Marketing Computers hardest working tech journalist on their inaugural list of top tech journalists. Jessica can be reached at jessica.davis@ziffdavisenterprise.com

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