Websense Taps Channel to Sell New Web Security Appliance

One Websense channel partner predicted that the functionality of the appliance and the low price point would win it immediate popularity with customers.

“One of the challenges we’ve had in the past is that our customers were looking for an appliance solution,” said Ken Hamilton, president of Total Tech LLC, a San Diego-based provider of network security solutions. “This is a simple and easy application, with everything on the box and it’s more than powerful enough,” Hamilton said. “It makes our sales cycle shorter and we’re still going to make some money on the hardware piece.”

Enterprise and midmarket customers are the primary targets for the appliance. The company has charted a sales strategy to engage its upper level channel partners that sell into those segments.

Erin Malone, Websense director, sales and channel programs, said the vendor expects up to 50 percent of its upper-tier partners will sell the appliance. The vendor’s ChannelConnect Global Partner Program features three levels of partners based on training and certification commitments.

“Our channel partners have been asking for an appliance for some time,” Malone said. “It allows partners to position themselves uniquely to customers.”

Malone said that Websense has devoted a great deal of resources to assisting partners to prepare for and sell the appliance, including webinars, training sessions, launch kits and evaluation units. In addition, Websense is providing partners with proposal-based market development funds and has upgraded its information-based partner portal to include email and telemarketing campaigns.

The company recently initiated enhancements to its channel partner program, granting partners online access to a variety of resources, including product information, marketing kits, product renewal management, training and certification. In addition, the vendor began a deal registration program that rewards partners with financial incentives for landing new sales in specific markets.

Malone said that with the new device the vendor had “already seen a spike in deal registrations.”

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