Comstors's Security Program Gives Solution Providers A Helping Hand

"[Solution providers were selling too many one-offs," said Heinzen, vice president of engineering and professional services at the Chantilly-based distributor. "We're trying to understand what the solution providers are lacking in terms of technologies and solutions that can improve their margins. It's clear they were missing too many high-margin opportunities."

Comstor's weapon against missed opportunities is the Layered Security Strategy, a program the Cisco Systems-focused distributor has fine-tuned over the past year. Successful security sales aren't based on products or even solutions, Heinzen said, but on comprehensive security and sales education and training, as well as market trend updates.

The program includes best-of-breed vendors and products,Cisco, Tripwire server and network security software, Solsoft visual policy manager, netForensics security management, RSA authentication and e-watch IP video surveillance,backed by Comstor's Pro Shop professional services.

An integral part of Comstor's security strategy includes regional Future Track seminars and Tele Track Webinars, which focus on the art of selling security solutions.

Heinzen also found solution providers were passing up sales because they didn't have the expertise to implement large solutions. Solution providers can outsource the Pro Shop pre- and post-sale consultants and engineers. Comstor does not sell to end users in order to eliminate any conflict.

Solution providers and vendors say the Layered Security Strategy is a near-perfect distribution service for today's economy.

"Comstor is targeting the right solution and wrapping the essential products, technology, training, education and support around it," said Ken McKinnon, president of Planetary Networks, a Sunnyvale, Calif.-based Cisco solution provider. "I don't have a huge marketing budget, so I can leverage Comstor's. And I'm gaining credibility with my customers because I'm able to educate them about hot issues."

Rocci Della Maggiore, COO of Network Catalyst, an Irvine, Calif., Cisco solution provider, is another fan. Network Catalyst recently used Pro Shop engineers to help it complete a security networking solution for a national company with 196 sites. The customer was so pleased it contracted Network Catalyst to work on 500 more sites.

"We use Comstor because they allow us to 'smart source' potential core competencies that we don't have," he said. "We're going to be using the Layered Security offering because they have a lot of additional offerings that we'd never be able to focus on with in-house resources."

Comstor's security focus and solutions approach are also paying off for vendors.

"They take a very hand-holding approach that helps us push the product into their customer base, and it helps them retain a loyal reselling base," said Bill McGee, manager of channel development for security products at Cisco.

Offering an all-encompassing solution based on a focused market has also benefited Tripwire.

"They not only help us drive our brand, but they help strengthen our message that Tripwire is important to the overall security solution," said Ed Metcalf, Tripwire's senior product marketing manager.

Comstor is recruiting regional security solution providers for its high-end Go To Partner Program but is willing to help hungry partners of all sizes. "We'll support any solution provider and help them grow so they can eventually have in-house expertise," Heinzen said. "VARs have to understand the tools, but they also have to spend just as much time convincing their customers to apply due diligence to the solution, because the solution is only as good as the people who are watching it."