Firewall policy and risk management platform maker FireMon is getting more aggressive, doubling its investment in the channel in 2014 and fully funding head count with some partners in an effort to bolster sales.
FireMon is seeing strong momentum in its firewall policy management and network security analysis platform as businesses race to rip out legacy security appliances in favor of new gear with modern threat detection capabilities, the company's Channel Chief, Todd DeBell, told CRN. The company is funding 100 percent head count at about half a dozen of its partners to provide support and look at areas where potential opportunities exist, he said.
"We've made an investment to stay relevant and to have a strategic role within their organization. When they are thinking about vendors, we are in a position where FireMon comes to the top of their list," DeBell said.
Some top-tier partners have been brought in for hands-on training to be more knowledgeable beyond installation, DeBell said. The company bolstered an investment in marketing that helped establish and execute on event plans with regional partners. Meanwhile, an aggressive deal-registration program adds 20 points to the standard 10 percent to 15 percent discount, giving the partner that registers a deal first to gain up to a 35 percent discount on products.
"From a discount standpoint and protection standpoint, we've been very aggressive to help partners maintain margin, maintain account control and be in a situation where they are rewarded for activities where they are doing business on our behalf," DeBell said. "Our goal is to help them be excited to go out and do business on a day-to-day basis without worrying about being in a bid or direct-purchasing situation."
The company's multitiered Ignite Partner Program consists of an Authorized level for pure resellers, and Gold and Platinum levels that include additional sales, marketing and implementation support. FireMon has been focused on more structured lead-generation activities that have a regional focus. Market development funds also are available to certain partners that are more actively engaged with trained and certified sales and support engineers, DeBell said.
FireMon's business is roughly 90 percent channel, said DeBell, who is committed to seeing the number get closer to 100 percent. The company has some named accounts that work with a few clients directly, but the firm has been transitioning those accounts out to partners, he said.
DeBell said partners can establish a strong security practice by selling the company's management platform. It not only addresses device policies and change management, but the software increases visibility over configuration weaknesses and other potential problems that could be used by an attacker, and it helps businesses meet compliance initiatives.
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