Tech Data’s channel of solution providers in the United States, Canada and Latin America just got an early holiday gift, with access to Cisco’s full portfolio of intelligent cyber-security solutions.
The portfolio includes Cisco’s network security appliances and services from its Sourcefire acquisition last year, as well as enforcement and remediation options through the Cisco Solutions Group in the company’s Advanced Infrastructure Solutions (AIS) division.
Cisco completed the integration of Sourcefire products into the Cisco Security site this month. All legacy Sourcefire products and related services are now only available through Cisco and its authorized distributors for all new business.
There continues to be a growing risk of security threats pertaining to cloud computing, mobility and the data center, and Cisco’s next-generation intrusion-prevention systems (NGIPS) and advanced malware protection provide security offerings before, during and after an attack, said Angie Beltz, vice president, product marketing, Cisco Solutions Group at Tech Data.
The addition of the Sourcefire portfolio has significantly enhanced Cisco’s security portfolio, said Beltz. It gives current Cisco partners more to sell from a security solution perspective and allows legacy Sourcefire partners, who were not selling Cisco, more opportunity to explore the world of Cisco, she added.
What Tech Data brings to the table is the ability to help partners determine how to earn the certifications and/or specializations they are going to need, and how to position the security portfolio with the Cisco solutions line. “We look at how we can help partners scale from just their engineers understanding security to helping their sales force position security solutions and qualify opportunities,” said Beltz.
Tech Data sees security is a huge opportunity for partners, and anybody—whether it’s a vendor, manufacturer or reseller—who has approached security as an add-on is going to be pushed out of the game if they don’t change their approach, said Beltz. “The folks who learn how to design security solutions are the ones who are going to be the winners in the long run.”
Beltz describes security as a “solutions sell,” rather than a “product sell,” which requires specific skill sets and certifications, along with having a sales organization that understands security. This is where Tech Data’s Momentum partner enablement and education program comes into play. With Cisco’s latest security solutions incorporated in Momentum, Cisco partners can learn more about the security offerings; how to position all of them together, including third-party ecosystem partner products; and how to identify new opportunities to resolve security challenges. Partners also can get the education, certifications and designations required for ordering.
The Boost and Core programs for Cisco’s resellers within the Momentum enablement strategy help resellers get the technical skill sets and certifications to sell Cisco Products. The Core program offers comprehensive training, including a new course on how to order Sourcefire.
Cisco has done a good job of positioning the value proposition of Sourcefire integrated into its solutions portfolio as well as identifying the certifications and specializations that legacy partners need so they’re not starting from scratch, said Beltz.
“They also have made it easy for those legacy Sourcefire partners to enter into the Cisco world, added Beltz. “They have access to the line and then can work toward the select certifications as well as some of the Express Security Specializations or Advanced Security Architecture Specializations.”
Gina Roos, a Channel Insider contributor, specializes in technology and the channel.