SurfControl Adds Vendor Alliances to Partner Portal

IT threat detection technology vendor SurfControl has launched a global alliance program with other vendors designed to enhance its own channel partner program.

The new program gives channel partners better integration between SurfControl’s products and products from global alliance vendors including Microsoft, Citrix Systems, Juniper Networks, Celestix Networks, Check Point Software Technologies and Network Engines.

The program includes four tiers—technology partners such as Microsoft, strategic alliances, OEM partners that integrate SurfControl technology into their own products without using the SurfControl name, and global system integrators such as Hewlett-Packard and IBM.

For more on SurfControl’s channel program click here.

Before this program the company, based in Scotts Valley, Calif., worked with each vendor on an individual basis.

“We wanted to take a programmatic approach with this new program,” said David Harris, vice president of worldwide channel sales for SurfControl. “Technology [vendors] can now get a personalized page [on our partner portal] that explains how we work together.”

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SurfControl introduced portal for channel partners in November that included features such as deal registration. The global alliance program will add technology vendor allies to the information offered by the portal.

The change was an important enhancement due to what Harris called the “growing security ecosystem.”

“For example, a few years ago encryption vendors were part of their own world, but now their technology wraps into other technologies such as e-mail,” he said. This new environment has created a greater need for cooperation and communication among various types of security vendors.

The Global Alliance program will also offer joint marketing programs with SurfControl and technology vendors.

“We are going to do a jointly-funded seminar series with a couple of our technology partners, and will run these programs together with our resellers,” Harris said. “Good VARs are selling solutions, not just point products.”