Alternative Vendors: Security Software

By Stefanie Hoffman, CRN
February 18, 2008 12:00 AM ET

Sometimes bigger isn't always better. That definitely holds true for the security software space. As with any great empire, some of Symantec Corp.'s following has since fragmented and moved on. It's no secret that VARs are leaning toward non-leading vendors that they say give them more opportunity, more flexibility and, above all, more money. Some that have consistently made the grade include Trend Micro Inc., Microsoft Corp. and McAfee Inc. Also on the list are Check Point Software Technologies Inc., SurfControl, Grisoft and Secure Computing Inc. And many other alternative vendors continue to successfully recruit new partners.

Of course, opportunities to move up the ranks and higher profit margins are probably two of the biggest selling points for VARs. "Definitely higher margins," said Robert Koran, Check Point partner and vice president of MARK Enterprises Inc., El Segundo, Calif. "Even though a firewall is a commodity these days, you're still able to eke out a few extra points."

Yet it's the personal touches that often make the difference. VARs say in-person meetings, excellent support and a strong commitment will most likely gain their long-term loyalty. Koran said Check Point's obvious commitment to the channel puts it ahead of other leading vendors. "[Check Point] is a great channel company, probably one of the best I've seen," he added.

VARs also maintain that they commit to alternative vendors because they are more likely to take a keen interest in their success. "It doesn't necessarily have to be the big giant gorilla," said Michelle Drolet, Trend Micro partner and CEO of TowerWall (formerly ConQwest). "It's where you feel confident even if you don't win the deal, you're going to be taken care of at the end of the day."

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