New Channel Program Focuses on Security And Threat Management

Vendor eEye launches a two-tier channel partner plan offering up to 40 percent margins on products and managed services. Sales and technical training are included.

Integrated security and threat-management vendor eEye Digital Security recently unveiled a two-tier partner program designed to help solution providers and integrators earn margins of up to 40 percent through the sale of the company’s products, professional services and managed services. 

“We were really looking to deliver something with a bit more teeth to it, something that the channel would really be excited about,” said Brendan Evers, vice president of the Irvine, Calif.-based vendor. "I think one of the major challenges was making the program unique, to the point it’s not a me-too program. There had to be something more to the program, and that’s why we had to go back to the partners. We wanted to find out what they needed from us to help them grow their business.”

After using an outside firm to interview eEye’s existing partners, the company began formulating the new program which includes two levels: Advisor and Expert. The Advisor level was designed for service providers that want to sell and support eEye products with standard requirements and existing infrastructure for selling IT network solutions, with security products making up only part of the partner’s total solution. The Expert level was designed for those solution providers that generate a significant amount of revenue from the sale of security solutions and that already have a base of network-management and infrastructure clients. By becoming well-versed in eEye’s products and maintaining a security focus, these partners will have access to the higher margins, as well as first-line, pre-sale and post-sale support.

Both partner levels include free web-based sales and technical training, discount opportunities and a partner-registration program through eEye’s partner portal. Deal registration opens up the potential for partners to earn an additional 20-percent margin. Expert level partners must earn at least $50,000 in quarterly sales of products or services. In return, they receive additional benefits such as a joint go-to-market plan, targeted lead-referral program, professional services, a pre-sales and technical support hotline, co-branded penetration testing services and client presentations, eEye participation at their events and seminars, and not-for-resale product licenses.

“You have to treat the partners as your customers because that’s what they are: Open communication is something we stress,” said Evers. “We want to make sure all the partners out there know we are an opportunity for them. The partners, from what I’ve heard, are experiencing a change in philosophy because their vendors have so many partners all around the world and margins have eroded. This gives them the opportunity to sell a product that’s better and enjoy much healthier margins than they’re having.”

LockNet Inc., a La Cross, Wis.-based eEye partner, credits security sales for 45 percent of its business, said Jeff Reiter, vice president of finance. The company, which provides managed services to 400 customers and more than 2,500 end devices, has seen its business triple over the last year due to its emphasis on managed services. Business is on track to double this year, he noted.

TAGS: security,services,technical support,channel partners



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