Tenable Launches Federal Channel Program

Garnering praise for support of VARs that target commercial market, Tenable saw the potential of investing resources in a dedicated federal program that could help accommodate growing demand from that vertical. In particular, the company sees great opportunity to drive its Nessus vulnerability scanner into more agencies. The product features high-speed discovery, configuration auditing, asset profiling, sensitive data discovery and vulnerability analysis of the security posture. The scanners can be distributed throughout an entire enterprise, inside DMZs, and across physically separate networks.

"Tenable has had great success with enterprise deployments in the federal marketplace over the past few years and our pipeline suggests substantial revenue growth [potential]," says Ron Gula, CEO and CTO at Tenable. The company has a contract with the National Institute of Standards and Technology (NIST), adapting the Nessus vulnerability scanner to support its National Vulnerability Database Common Vulnerability Scoring System (NVD CVSS), which provides automated vulnerability management, security measurement and compliance checking for government agencies.

"It has become clear that there are several Federal resellers and integrators who are well positioned in the marketplace to help Tenable take the Federal Nessus community to the enterprise management level," Gula says. "Because of Nessus' popularity, this is a large task and teaming with the right partners could help the process substantially."

Tenable will limit the number of authorized partners able to participate in the federal program to reduce channel conflict and tighten the relationship between vendor and reseller. In return, 100 percent of federal sales will go through the channel, with partners benefiting from dedicated pre-sales and technical support access to Tenable's software for demonstration purposes sales and technical training, marketing funds and lead generation assistance as well as a registration program to reward partners that initiate opportunities.

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Given the vendor's area of focus, Tenable will seek partners with proven expertise in the network security monitoring field. So far, Apptis, Core Enterprises, GTSI, ManTech, STG and G2 are among the solution providers participating in the program.

"The federal government has very distinctive needs that require dedicated resources who understand the complexities of contract management and multi-vendor bidding," Gula says. "It is these skill sets that greatly complement our offerings."