Sourcefire Revamps Its Channel Program

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Security stalwart Sourcefire launched a new channel program this week that it hopes will offer partners better marketing, training and financial support to sell its products.

Focused on both resellers and distributors, the Sourcefire Global Security Alliance Channel Program offers improvements in four major areas: deal protection, marketing and lead generation, sales enablement and financial incentives and rewards.

The company spent considerable effort collecting input from partners over the last six months in order to
design the program, says Chris Peterson, vice president of
worldwide channels at Sourcefire.

"We have collaborated with resellers and distributors around the globe to build this program, designed for our partners, by our partners," Peterson said in a statement. "As a result, the Global Security Alliance Channel Program aligns with their goals.”

Top
brass at Sourcefire report that this announcement is all part of a master-plan to better leverage the channel and eventually drive 100 percent of sales through its partners. 

Some highlights of the program include a  revamped deal registration process and the addition of two new Sourcefire certification training programs,  Sourcefire SE Certification and Sourcefire Certified Consultant, both of which will offer recipients to also earn one continuing education credit for (ISC)2 certifications. Additionally, Sourcefire is making more market development funds (MDF) available for lead generation, development customer relationships and enablement of field and technical channel sales activities.

On the financial front,  Sourcefire is amping up its margins for partners and improving its investments in technical and marketing support. In the coming months it will announce the schedule for a new series of exclusive hospitality events for partners and their customers. And it is offering rewards specifically for salespeople at valued channel partners.

In addition to these traditional bells and whistles, Sourcefire is also sweetening the pot for partners who are able to engage with specific customers identified by the vendor. Sourcefire will advance extra incentives to partners who can garner engagement at these accounts and for introductions to C-level executives at these organizations.
Ultimately the program means good things for the channel across the world, says Gordon Shevlin, executive vice president of vendor relations and business development at FishNet Security, a Sourcefire partner.

“In today’s business environment, choosing the right security partner is a critical success factor for VARs and distributors,” Shevlin said in a statement. “Leading
technology is essential, but resellers and distributors really need vendor-driven programs and support that help them differentiate and succeed. Sourcefire is investing in the success of its partners with activities and programs to increase our market penetration and customer security.”