Crossbeam's channel program is by invitation only

By Sharon Linsenbach  |  Print this article Print


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Crossbeam Systems has hired a channel veteran to head up the new partner program it is launching April 1.

Gillman said Crossbeam currently only has about 20 to 25 worldwide partners, and the company plans to keep the number small and selective. Maintaining product differentiation in the crowded network security market and minimizing the chance that the offering will be commoditized are benefits of having a more selective program, he said. Crossbeam's two-tier channel partner program is by invitation only, which keeps engagement simple for partners, Gillman said.

"We don't need to put so many benchmarks, targets and goals in place to qualify partners for the highest tier because we do due diligence on a solution provider before we invite them to join the program," said Gillman.

Gordon Shevlin, executive vice president of FishNet Security, a Crossbeam partner, was an early adopter of Crossbeam's technology. Shevlin said the solution was a great fit for his clients, and that he looked forward to gaining additional benefits from the company's formal channel program.

"They offered technology for my enterprise customers that no one else does—the ability to have multiple security solutions from a single box," he said. Shevlin said he estimates he currently has 40 or 50 customers using Crossbeam's technology.

The program will also offer a professional services component, the Crossbeam Accredited Service Partner program, through which partners can increase their revenues by delivering maintenance and support services.

The CASP program offers two levels of commitment, said Gillman. The first level lets service providers self-brand and deliver maintenance and support of Crossbeam's products, while the second tier CASP Pro level is a co-branded service that partners delivered on behalf of Crossbeam.



Sharon Linsenbach Sharon Linsenbach is a staff writer for eWEEK and eWEEK Channel Insider. Prior to joining Ziff Davis, Sharon was Assistant Managing Editor for CRN, a weekly magazine for PC and technology resellers. Before joining CRN, Sharon was an Acquisitions Editor for The Coriolis Group and later, Editorial Director with Paraglyph Press, both in Scottsdale, AZ. She holds a BA in English from Drew University and lives in the Philadelphia suburbs with her significant other and two neurotic cats. When she's not reading or writing about technology, Sharon enjoys yoga, knitting, traveling and live music. Sharon can be reached at Sharon.Linsenbach@ziffdavisenterprise.com.

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