Webroot Raises Its Stake In The Channel

Webroot&'s new two-tier Channel Edge Partner Program is slated to debut at the XChange Solution Provider conference in Atlanta, run by CRN parent company CMP Media.

Through its increased focus on channel partnerships—which include the aforementioned program, the creation of a new online partner portal, increases in available MDFs and the rollout of new channel sales incentives—Webroot CEO C. David Moll expects to push upward of 90 percent of the company&'s enterprise business through the channel within the next 12 months, up from 50 percent now.

Webroot is taking steps to solidify its channel partnerships, which have taken on new importance for the company as it seeks to expand its reach into the enterprise market, Moll said. The company was formed in 1997 with a focus on consumers and the retail channel but a year ago launched enterprise wares and an accompanying enterprise VAR effort, Moll said.

“We hadn&'t put a lot of thought into distribution,” an oversight the company hopes to correct, he said.

Webroot already is a standout partner in terms of its responsiveness and attentiveness to the channel, said Monte Robertson, president of Software Security Solutions, a solution provider in Lakewood, Colo.

“They&'ve helped out with e-mail campaigns, direct-mail campaigns. They&'re very supportive in terms of marketing materials,” he said.

Robertson said the potential market for Webroot&'s antispyware products is huge. “Spyware is growing larger than the threat from viruses and worms,” he said. “It&'s exploding.”

Through its new channel program, Webroot is splitting its 250 partners into two categories: Standard Reseller Partners and Premium Reseller Partners. The former earn 20 percent discounts and require no volume commitment, while the latter earn 30 percent discounts and require an annual volume commitment of $75,000.

Premium Reseller Partners also gain access to benefits such as a dedicated account manager, a quarterly marketing plan, lead generation, MDFs and a deal-registration program that provides an extra 5-point up-front discount.