Lancope has been delivering a strong product and consistently improving it over time, said Justin Smith, president and chief operating officer of Buffalo, N.Y.-based Brite Computers. Smith said the product scales well and can show a return on investment quickly, making for smooth client engagements. Lancope provides visibility from a security perspective for users, Smith said.
"At this point, what we are doing is helping to implement the technology, train the client in how to use it, and then they manage it on a day-to-day basis," Smith said.
Lancope's new Secure Partner Program consists of Expert, Professional and Associate levels. The Expert level was developed to attract national or global systems integrators, and consultancies that have a comprehensive team of sales engineers and professional services support. The annual revenue requirement is $1 million in products and services. Partners are required to have eight certified salespeople and four certified sales engineers. The Professional level may appeal to smaller national resellers and regional partners with a strong networking practice, Sibille said. The revenue goal is $250,000 annually. Professional-level partners are required to have four certified salespeople and two certified sales engineers. The company may roll out an alliance or a referral level in the future, Sibille said.
Depending on the partner and the customers they are servicing, margins can range anywhere from 20 to 30 points, Sibille said. Lancope will provide direct support for Expert-level providers, and access to both the field team and inside sales teams. Most professional and associate partners will rely more heavily on distributors for support and enablement, Sibille said.
In the next six months, a more comprehensive training and certification program will be rolled out, Sibille said. The company currently has a new, two-to-four-hour sales-training module targeted for the classic account manager and a hands-on, lab technical course that runs two days.
PUBLISHED MARCH 18, 2014