Q&A: WatchGuard CEO On Two-Year Anniversary, SMB Security Opportunity, And UTM Competition


Email this CRN article

http://i.crn.com/sites/default/files/ckfinderimages/userfiles/images/crn/images/partnership400.jpg

How has the WatchGuard One partner program evolved?

It had just launched the quarter I got here. That has been a tremendous success. The unique thing about WatchGuard One is that it is a value-based program. It is not revenue based. We reward partners based on the investment they are making into WatchGuard in terms of training and resources. We have stuck true to it… We have grown through that WatchGuard One partner base dramatically over the past two years. By definition, on Day 1 we had grandfathered a few of them in, but I think we have about 900 partners initially in WatchGuard One. Now, we are up to 1,500. They have been growing collectively around 30 to 40 percent in revenues we get through WatchGuard One… We paid out the most rebates we ever have to WatchGuard One partners in our history – we grew almost 50 percent in terms of rebate dollars that we paid out last year… I think the reason is that our partners are just selling more, but they also are selling more services per appliance, which means the margins are higher for us and for them. It's truly a sea change that's happening underneath for our partners based on what we have gone through.




Email this CRN article