BorderWare this week is set to launch an update to its e-mail security product that partners said will help catapult them into higher-end, strategic sales opportunities around regulatory compliance.
At the same time, the vendor also is revamping its partner program in efforts to streamline its channel strategy and focus on top-level solution providers.
With the latest version of its e-mail firewall, MXtreme 6.0, BorderWare is rolling out its MXtreme Privacy Engine, a collection of content management and encryption features. Capabilities include advanced e-mail filter rules, deep content inspection for e-mail messages and attachments, and support for multiple compliance dictionaries. “If an e-mail contains a Social Security number, we can pick that out and encrypt it,” said Andrew Graydon, CTO at BorderWare, Mississauga, Ontario.
The new features enable partners to move beyond commonplace antispam offerings into solutions that help customers tackle regulatory compliance, a problem many of them are facing. “It’s a losing battle to sell antispam [products], but when you try to sell something that meets a new need, something that not a lot of others have, it gets a lot easier,” said Octavio Diaz, infrastructure manager at International Integrated Solutions, a BorderWare partner in Plainview, N.Y.
In most cases, discussions about compliance solutions quickly capture top executives’ attention, Diaz said. “You mention the word ‘compliance,’ and all of a sudden, you have the CIO’s or the CTO’s ear,” he said.
On the channel front, BorderWare is restructuring its partner program by creating three partner levels—Silver, Gold and Platinum—and adding new joint business planning and quarterly business reviews with top partners. Previously, partners were divided into six categories.
The company also has stopped direct sales, said Tim Leisman, president and CEO of BorderWare. Previously, the company sold 20 percent direct, he said. “We can’t give a confusing message to [our partners].”
With the new program, BorderWare is trying to foster tighter partnerships with its channel and build loyalty among its partner base, he said. “We have to get to a point where BorderWare contributes at least 10 percent of their overall business,” he said.
BorderWare’s new focus on joint business planning encourages its partners to give the vendor more consideration, Diaz said. “Now they’re forcing us to focus on opportunities and build a pipeline,” he said. As a result, Diaz expects to grow BorderWare sales by 70 percent to 80 percent over the next year.
|
Symantec's Code Red: The Law Enforcement/Anonymous E-Mail Exchange Law enforcement officials negotiated via e-mail for more than two weeks with an Anonymous group member trying to extort $50,000 from Symantec to keep stolen product code off the Internet. |
|
How To Sell IT Security Services To Your Customers Cyberattacks can cost a business thousands, even millions, of dollars, and can deal a death blow to some. Here's how IT solution providers can help guard against malicious attacks. |
|
Cybersecurity Experts: What They Know Could Scare You A recent report based on interviews with security experts in government, business and academia finds more than half in agreement that a worldwide arms race is taking place in cyberspace. |
 More
Slide Shows |
- Insider Threats: The Next Frontier for Security Resellers and SMBs
- Complete Security and Your Bottom Line: Sophos, Value and the Channel
- Tough Threats, Tougher Security: How You Can Leverage New Solutions To Combat A “Targeted Attack” Landscape
- Dark Clouds Ahead: Why the Mid-Market Needs To Ramp Up Cloud Security and How You Can Help Them Get There
