Websense Introduces Certification Program

The Internet-filtering software vendor aims to help its partners provide services and generate more revenue through the new programs, said Brad Burkle, Websense's director of channel marketing. The company, based here, said it has more than 1,000 partners worldwide.

The Websense Certified Systems Engineer program is a one-day seminar offered at each road-show location. The program, which costs $295 per attendee, includes training in product installation, integration, support and management. The training will help partners bundle services such as front-line technical support and customized reports with the software, Burkle said.

The Websense Premier Partner Program will offer one-on-one quarterly business planning meetings with the vendor and margins based on performance.

Websense's channel program had been a "one-size-fits-all," Burkle said. "This is the first time we'll sit down together and do joint planning and reward those who are being successful with extra margin."

To qualify for premier status, partners need to provide front-line support, have at least one Websense-certified engineer on staff, meet a minimum annual revenue commitment and receive regular sales training updates.

Larry Bantle, president of Conexsys Communications, a network and security services provider based in Mississauga, Ontario, said the premier partner program would provide a closer relationship with Websense and boost his firm's sales and marketing strategy with its products. "It helps us tune the message we're sending to the customer," he said.

Paul Rohmeyer, partner and COO at Icons, a North Brunswick, N.J.-based security services firm, said the premier program is important. "Companies that make an effort to learn the product should be rewarded," he said.

He added that he hopes the program clarifies Websense's relationship with the channel. "They've [Websense never before presented a clear picture for the channel to demonstrate how leads are shared between direct [sales reps and the channel, and that can lead to confusion," he said.

Bantle and Rohmeyer said certification would help differentiate their firms. "For us to be an effective partner, we're going to have to distinguish ourselves," Rohmeyer said. "If you're selling a high-end solution, you need to demonstrate competency to the client, and certification will help do that."

Websense software lets companies manage employees' Internet use by blocking access to pornographic, gambling or other sites.