Page 2 of 2
In addition to Tripwire you worked at McAfee and Cisco Systems where the focus may have been on larger businesses. Are you going to have to make any major adjustments dealing with sales to smaller businesses?
The security market really covers the gamut of customers. Both at McAfee and at Cisco, we sold across the line. We sold from very small customers up to the larger ones. I think the sweet spot for the channel is that midsize company. Here we have organizations who are under just as much threat as everybody else. But, by definition they don't have many resources in-house in order to protect themselves. It's the perfect spot for the channel because not only do you have great technology such as ours to deliver as a solution, but you have the opportunity to provide all those additional professional services. We all know that that's where the typical channel partner makes his profit is in the professional services space.
Is WatchGuard looking to attract more partners or looking to trim underperforming partners?
I certainly don't want to be talking about trimming partners because that would be antithetical to what we're working on. We're always looking for the right partners that want to work with us and follow our business model. It's got to be a customer-centric business that really understands security and wants to work with a market leading vendor. We're always on the lookout for the right partners to add. I also think it's important to continue to invest in the partners you've got, to continue to work with them and help them expand their business, because we grow together. I'm a big fan of economic analysis of territories and regions and looking to see where we can grow partners. Having that type of analysis is very important as opposed to taking a shotgun approach. We're talking about a big diverse territory between the Americas, Europe, the Middle East and Africa, and there are lots of different decisions to be made.
Are businesses looking beyond UTM appliances to other technologies for detection and protection?
The best way to solve a security problem is a layered approach. The threats are coming at us fast and furious. That is what I like about the WatchGuard model of a UTM. You have multiple services and multiple levels of protection running on that box. It works well into either the small and midsize enterprise itself or the distributed environment when you get to be working with a larger company. It is relatively simple to install, manage and running on an ongoing basis and provides as much possible protection in that one appliance. I actually think the UTM space is an important growth space for security overall.