SonicWALL Woos MSPs with New Partner Program

By Ericka Chickowski

Network security vendor SonicWALL rolled out a new managed service provider program this month that it says will provide MSPs more flexible monthly service billing and give them better tools to manage their SonicWall-enabled service portfolio.

"At SonicWALL, we continuously strive to drive technology, but we also understand the business challenges that our partners are facing," said Vince Massey, senior director of North America Channels at SonicWALL, whose team released the new MSP Advantage Program to help partners meet those challenges.

MSP Advantage Program leans on the new SonicWALL Global Management System (GMS) platform to give partners the ability to centralize real-time monitoring, as well as report on policy and regulatory compliance practices. 

More significantly, though, SonicWALL also introduced a program called FlexSpend, which allows MSPs to forgo significant upfront payments for annual support and subscription licenses. Available to Gold and Silver partners who participate in the SonicWALL MSP Advantage Program, FlexSpend gives partners the power to procure services monthly, rather than annually.

"Specifically, the MSP Advantage Program helps MSPs address one of their key issues: matching cost they incur with the revenue stream they receive from their customers," Massey said. "The program reduces upfront cost and improves monthly cash flow."

Existing SonicWALL partners seem eager about the opportunities that the new programs will open up. Michael Crean, president and CEO of Solutions Granted, says that his relationship with the vendor has already made his firm a lot of money.

"I don't see why we couldn't attain $2 million in sales this year," Crean says. "Not a lot of people can say that. I believe SonicWALL's MSP Advantage Program will help us achieve this goal."

Meanwhile, Tim Martinez, president of Western NRG, says that the new FlexSpend program will greatly reduce the fiscal risks associated with managed services.

"Today, MSPs have no effective mechanism to offset the risk of uncollectible receivables when customers stop servicing their contracts," Martinez says. "If a customer in mid-year decides or is no longer able to continue paying their monthly bill, we are unable to recover our upfront investment in the support contracts and subscription services that we have already paid our supplier for. FlexSpend allows us to forego upfront capital expenditures and still provide SonicWALL Security Services to our customers at a monthly rate with far less risk should a customer become unable to uphold the contract commitment."


This article was originally published on 2011-09-28