Security Vendor SonicWall to Target MSP Integration, Licensing

By Jessica Davis  |  Print this article Print


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Security appliance infrastructure vendor SonicWall is upping its managed services game with a series of new educational offerings for its reseller channel partners. And later this year the security vendor will introduce new licensing options and integration with third-party vendors to better match MSP revenues with costs.

Security appliance infrastructure vendor SonicWall is strengthening its play in the managed services space by offering solution providers a host of educational and marketing materials to help them get into the managed services business. But that’s just the beginning

Later this year, the company plans to introduce more flexible licensing options to better match the managed services business model that is so different from the VAR business model.

"I think we’ve solved the technology part," Marvin Blough, SonicWall’s channel chief, tells Channel Insider. "We now need to start solving the business model pieces of being a managed service provider. We are looking to adjustments to our management and billing systems."

Click here to read about how Managed Services are showing strength in spite of the recession.

SonicWall is also looking to support of third-party technology as yet another phase of its plans, scheduled to start by the end of this year.

"Integration is going to be very important—integration with other managed services business platforms," Blough says. "You will see the new licensing programs, and the initiatives around other programs for other platforms and vendors."

SonicWall today announced what it is calling Phase 2 of its Next Generation Managed Service Provider program, comprising a series of educational programs delivered as Webinars, white papers and other training materials to partners, helping to illustrate the process of becoming a successful MSP.

"We believe that it is now more important than ever for SonicWall to deepen its commitment to the partner community and be in lockstep with our partners as they navigate the global economic crisis," says Jan Sijp, director of policy management at SonicWall, in the company’s prepared announcement, issued today. "We are proud to be able to offer our partners innovative technology solutions while allowing them to broaden their portfolio offerings and realize new revenue streams."

Phases 3 and 4, scheduled for delivery later this year, are the changes to the billing and management systems and then the integration with other third-party providers. SonicWall says Phase 1 was its initial foray into the managed services space.

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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