NFR Security Seeks More U.S. Partners

Released earlier this month, Sentivist 4.0 has more than 40 enhancements, including a feature that promises to cut false positives for intrusions by 80 percent. The channel generates most of NFR's sales outside the United States, but domestically the Rockville, Md.-based company has only a handful of partners, said Gary Rippen, vice president of marketing.

To lure more U.S. partners, NFR plans to sweeten its channel program by offering a starter kit that gives partners information on training, contact names for technical and account support, exposure on the vendor's Web site and access to marketing materials, Rippen said. Also planned is a lead-generation program, in which NFR field-sales staff will send partners qualified leads ranging from $20,000 to $100,000, he said.

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NFR this month released Sentivist 4.0, which has 40-plus enhancements.

Gold partners must have at least one technical staff member and one sales staff member trained on Sentivist 4.0. For that, they receive steep product discounts, access to the funded lead-generation program, market development funds (MDF) and co-marketing, Rippen said. Gold partners handle deployment and first-line support for customers.

Silver partners get less of a product discount than Gold partners, with support handled by NFR. Silver partners also are not given leads or MDF, Rippen said.

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Network System Technologies is sending its staff for training to become an NFR Gold partner, said Mike Warbiany, general manager at the Naperville, Ill.-based solution provider.

"We haven't used the marketing funds at this point, but we are using their internal engineering resources and their training for our technical and sales staff," he said. "They've made engineers available at our facility to work with our engineers on configurations, and we are going on joint sales calls with them regularly."