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NitroSecurity March 18 launched a formal global channel partner program to better support current resellers and recruit new VARs to bring the vendor’s multi-function network security appliance to midmarket customers.

NitroSecurity’s NitroView Enterprise Security Manager appliance lets VARs provide their customers log management, network analysis and security information and event management capabilities, and the company’s NitroGuard intrusion prevention system can identify and prevent network intrusions, the company said.

The company currently has channel partners in North America and Europe but lacked a formal program with standardized benefits to support those partners, said Frank Hayes, vice president of marketing, NitroSecurity. 

"NitroSecurity quadrupled our sales last year, but we had no program to recruit partners who were making most of those sales, they just sort of happened in each of our sales territories," said Hayes. 

He said that while NitroSecurity will maintain a direct sales force to target large enterprise customers, the reseller channel will be key to driving increased sales and revenues to the midmarket, and that NitroSecurity is hoping to recruit more partners.

"We are looking not to recruit thousands of partners, but to be selective. We’re looking for four to five tech-savvy, highly skilled partners in each region," he said. Currently, NitroSecurity has about 20 partners worldwide, and hopes to expand not only in existing North American markets but across Europe and into Asia by the end of 2008, Hayes said.  

Partners in the three-tiered NitroConnect channel partner program can receive demonstration units, Web-based sales and technical training, pre- and post-sales support, product discounts deal registration and access to a dedicated partner portal, depending on their participation level, Hayes said.