Websense ChannelConnect Partner Program

By Frank Ohlhorst  |  Print this article Print


Desktop-as-a-Service Designed for Any Cloud ? Nutanix Frame

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.

Frank Ohlhorst Frank J. Ohlhorst is the Executive Technology Editor for eWeek Channel Insider and brings with him over 20 years of experience in the Information Technology field.He began his career as a network administrator and applications program in the private sector for two years before joining a computer consulting firm as a programmer analyst. In 1988 Frank founded a computer consulting company, which specialized in network design, implementation, and support, along with custom accounting applications developed in a variety of programming languages.In 1991, Frank took a position with the United States Department of Energy as a Network Manager for multiple DOE Area Offices with locations at Brookhaven National Laboratory (BNL), Princeton Plasma Physics Laboratory (PPL), Argonne National Laboratory (ANL), FermiLAB and the Ames Area Office (AMESAO). Frank's duties included managing the site networks, associated staff and the inter-network links between the area offices. He also served at the Computer Security Officer (CSO) for multiple DOE sites. Frank joined CMP Technology's Channel group in 1999 as a Technical Editor assigned to the CRN Test Center, within a year, Frank became the Senior Technical Editor, and was responsible for designing product testing methodologies, assigning product reviews, roundups and bakeoffs to the CRN Test Center staff.In 2003, Frank was named Technology Editor of CRN. In that capacity, he ensured that CRN maintained a clearer focus on technology and increased the integration of the Test Center's review content into both CRN's print and web properties. He also contributed to Netseminar's, hosted sessions at CMP's Xchange Channel trade shows and helped to develop new methods of content delivery, Such as CRN-TV.In September of 2004, Frank became the Director of the CRN Test Center and was charged with increasing the Test Center's contributions to CMP's Channel Web online presence and CMP's latest monthly publication, Digital Connect, a magazine geared towards the home integrator. He also continued to contribute to CMP's Netseminar series, Xchange events, industry conferences and CRN-TV.In January of 2007, CMP Launched CRNtech, a monthly publication focused on technology for the channel, with a mailed audience of 70,000 qualified readers. Frank was instrumental in the development and design of CRNTech and was the editorial director of the publication as well as its primary contributor. He also maintained the edit calendar, and hosted quarterly CRNTech Live events.In June 2007, Frank was named Senior Technology Analyst and became responsible for the technical focus and edit calendars of all the Channel Group's publications, including CRN, CRNTech, and VARBusiness, along with the Channel Group's specialized publications Solutions Inc., Government VAR, TechBuilder and various custom publications. Frank joined Ziff Davis Enterprise in September of 2007 and focuses on creating editorial content geared towards the purveyors of Information Technology products and services. Frank writes comparative reviews, channel analysis pieces and participates in many of Ziff Davis Enterprise's tradeshows and webinars. He has received several awards for his writing and editing, including back to back best review of the year awards, and a president's award for CRN-TV. Frank speaks at many industry conferences, is a contributor to several IT Books, holds several records for online hits and has several industry certifications, including Novell's CNE, Microsoft's MCP.Frank can be reached at frank.ohlhorst@ziffdavisenterprise.com

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