BorderWare Expands Channel Program

The new MXFusion Partner Program was unveiled last week-"less than one month after competitor CipherTrust unveiled a channel program of its own. The BorderWare effort is a five-tiered approach designed to provide holistic partner development, management, support and growth.

Previously, the Toronto-based company's channel effort was an informal VAR registration system.

Under the new approach, the top three tiers of partners are for VARs that plan to resell MXtreme actively, while the bottom two will be for organizations that serve in more consultative and advisory roles.

Gregg Timmons, vice president of Americas sales and alliances, said this approach enables BorderWare to provide the broadest coverage of the e-mail security marketplace as a whole.

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"As the market for e-mail security continues to heat up, we continue to aggressively increase our commitment to channel partners that sell and consult on BorderWare security solutions in order to reach and engage the significant market opportunity that exists with our customers," he said.

The top three levels of the new program consist of MXFusion Enterprise Partners, MXFusion Value-Added Partners, and technically trained and certified MXtreme Reseller Partners that serve the small- and midsize-business market. The bottom two tiers include MXFusion Consulting Partners and MXFusion Solutions Advisors, both of which include more consultative and advisory roles.

Harry Zarek, president of Compugen, Richmond Hill, Ontario, said the diversity of partners gives solution providers a number of participation options, depending on their interest and their availability.

"The MXFusion program is an excellent foundation for partner success with BorderWare," said Zarek. "It is built on a fair, flexible and holistic approach that emphasizes co-selling engagements and rewards partner successes across the board."

According to Timmons, BorderWare sells roughly 80 percent of its business through the channel. The company was founded in 1994.