Websense ChannelConnect Partner ProgramBy Frank Ohlhorst | Posted 2009-02-10 Email Print
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Web 2.0 technologies have created a new breed of threats for the enterprise. Can solution providers protect the enterprise with the latest Websense service and still sleep at night?
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.
In the channel, HP, Inc. is a storied vendor that has relationships...