Big Data And Security: Solera Sees The Opportunity For VARs


DeepSee is sold as a preconfigured appliance, hosted or as a virtual appliance. The platform was created to provide data to mine after a breach takes place, but it has grown to support continuous monitoring, malware detection and policy compliance, Seton said. It can be a boon for professional services organizations or for firms offering integration with other network security platforms, he said.

Solera was one of the earliest vendors specializing in network capture technology and currently has the most robust capture appliance on the market, said Jason Miller, CEO of Gambrills, Md.-based Critical Resources Group, an early Solera partner. The company's forensics tools were not robust early on, but they have significantly improved, Miller said.

Potential enterprise clients may use Solera with other forensics tools, Miller said, noting its integration with the FireEye antimalware platform, the Splunk log monitoring and reporting tool, and Palo Alto Networks' intrusion prevention appliances to proactively investigate a problem.

"Their integration with other security industry partners makes it easy to integrate it within your architecture," Miller said. "It's also offered as a virtual appliance, which makes it easy for companies with a small footprint."

Under Solera's new channel program partners can register as either a Premier Partner or Authorized Reseller. Partners must commit to $500,000 in sales bookings, at least two sales engineers and a certified expert. In return, Solera gives Premier Partners renewal protection, lead referrals, funds for market development and around-the-clock support. Partners also get in-person sales and technical training and are required to have not-for-resale Solera units.

Seton said the company's sales territory reps will work closely with resellers to collaborate on a go-to-market plan and exchange leads. The company will ensure that territory reps are incented to work with the channel, he said. Solera did a 20-city roadshow series with FishNet Security last year, gaining a perspective on how to build success with partners, Seton said.

No revenue commitment is required to become an Authorized Reseller. Resellers get online technical and sales training, sales tools and access to all sales and service resources through Solera's partner portal.

PUBLISHED APRIL 5, 2013