Opening New Doors

OpenService, which offers network security management software and realtime correlation products, in late September introduced the Open Partner Network, a tiered program for security solution providers, OEMs and systems integrators.

"This is a formalization of a program for the resellers we had before, plus an expansion," said Dan Murphy, vice president of business development at OpenService, Westborough, Mass.

The program offers three tiers based on revenue: Platinum, for those partners generating $600,001-plus annually in revenue related to OpenService's Security Threat Manager (STM); Gold, for those partners with a run rate of $350,001 to $600,000 annually in STM revenue; and Silver, for those selling up to $350,000 annually in STM revenue.

"The goal is realistic," said Phil Hollows, vice president of security products at OpenService. "The base level is 30 points; that escalates to 37 [points] based on revenue attainment."

Program benefits include MDFs, product and sales training, pre- and field-sales support, account management and demo licenses.

Hollows said partners also can work with OpenService through a referral relationship, whereby they can refer customers to the company and receive a fee of 20 percent of the net revenue of a sale resulting from the referral.

Peter Venuta, vice president of Information Security Technology, a security solution provider in St. Paul, Minn., has been an informal OpenService partner for a year. "They are constantly sending us leads, which is a very rare in the current business environment."

OpenService's move to formalize its program will enhance the companies' relationship, he said. "Before, as a VAR, you wonder whether the company is going direct with your customers, but now with a formalized program, we feel more comfortable sharing our customer information."