WatchGuard's New Ammo

The new Firebox X integrated security appliances include four models: the Firebox X500, Firebox X700, Firebox X1000 and Firebox X2500. All appliances are available immediately, and prices range from $1,990 for the X500 to $4,990 for the X2500.

The Firebox X appliances, which target 20 to 500 users, are designed to scale in line with business growth and feature WatchGuard's Intelligent Layer Security architecture, said Mark Stevens, chief strategy officer at WatchGuard, Seattle.

Each appliance features six Ethernet ports, three of which are initially active, to allow Firebox X to serve as both a perimeter security device and interdepartmental firewall with an optional three-port upgrade.

There's also a hard-drive bay on each appliance for future additional storage needs and functionality such as antivirus quarantining or on-board logging, said Stevens.

To bolster channel sales of the new product line, WatchGuard is launching a revamped partner program that, among other things, includes more products that will be eligible toward volume incentives. The program also raises rebates paid up front at the time of purchase from an authorized distributor.

"We're providing incentives in the program that help the solution provider keep moving as the customer moves up," said Christine Pomeroy, director of channel marketing at WatchGuard. "So they're not going to make a quick hit with the appliance, leave and not see anything for several years."

For current Expert Level partners such as DCS Netlink, Rice Lake, Wis., the new program means an MSRP rebate boost to 10 percent from 4 percent earned with minimum quarterly sales of $15,000. Quarterly sales of more than $25,000 include a 2 percent volume rebate.

"That really spaces us much more effectively to compete against CDW and other e-tailers out there," said Pete Adams, COO of DCS Netlink. "It really gives us the incentive to get into that program and stay regularly to get that extra discount on the front end."

In addition to the Firebox appliances, products and services including add-ons such as SpamScreen and WebBlock as well as all LiveSecurity Service renewals now count toward quarterly sales.

Some rebates, however, such as those for the Firebox SOHO 6 products, have been discontinued, but multiunit and attached unit Firebox SOHO 6 sales can still be submitted for program inclusion, said Pomeroy.

Adams said the new Firebox X product line presents a more economical security appliance option for his SMB customers, which he estimates make up about 95 percent of his business base.

"In addition, the three extra interfaces and hard-drive expansion bay puts us into the future so we can add advanced feature sets such as virus scanning at the firewall," said Adams.