Tivoli: Relying On the Channel

By Rich Cirillo, CRN
September 21, 2001 2:46 PM ET

Since Check Point Software relies on a completely indirect sales model to get its security management products to end users, it came as good news that the company tied for the winning score (with CA) in the channel strategy area.

"We consider the value of solution providers as one of our most important assets, so we're always trying to improve the relationships with them," says Marie Grady, manager of channel communications.

The company has worked during the past year to make the channel program more flexible for partners and improve communication through the use of advisory boards, Webcasts, conferences and monthly surveys, Grady says.

Meanwhile, Network Associates, which took top honors last year in the security software space, didn't fare as well this time around, finishing last overall.

Sarah Whipp, director of global channel marketing, says the channel program for Network Associates products is currently in a state of change, resulting from a decision the company made 18 months ago to redesign the way it works with partners. "We realize it's very much an evolving program, and something we need to keep getting right," Whipp says.

Part 1: Tivoli Secures the Lead

Part 2: Security As the Enabler

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