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The 14-year-old company primarily uses direct sales in the United States, but it's heavily indirect in Europe, the Middle East and Africa. The company has also hired Alex Thurber, an industry veteran who has helped to customize channel strategies at both Cisco and McAfee toward more effective cooperation with the channel.
"We are in the process of building a stronger channel presence here in the United States," said Thurber, who now serves as vice president of worldwide sales at Tripwire. "I am going to continue to drive the direct sales force, but we will also take the channel successes that we have had in EMEA and operationalize this in a way that establishes a world-class global channel model that will role successfully into the United States. We are not going to get rid of our direct sales force, which has been very successful. But, we are going to be working with partners around the U.S. to help drive incremental value, not just from a product and solution perspective, but also from a service perspective and a presales perspective."
Thurber is still in the early stages of this initiative but says his previous experiences are expected to be instrumental in the process. "We will develop strong rules of engagement and enforce them," he said.
Tripwire started out 14 years ago with an open-source file integrity monitoring product. The company then moved heavily into PCI compliance before parlaying the data gathered by its systems into information security solutions.
PUBLISHED SEPT. 11, 2012
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