Dell Tuesday released the first major upgrade to its SonicWALL TZ series firewall in nearly six years.
The new product, which is four times faster than the last generation TZ series, is being backed up with a slew of incentives aimed at upgrading an installed base of more than 1 million firewalls.
Dell is providing upgrade discounts for existing customers with additional margin incentives for partners on those deals. For example, Dell security solution providers will receive an additional 10 points of margin when they register SonicWALL TZ sales.
What's more, partners who sell the TZ to new customers will receive an additional five percent margin.
Marvin Blough, Dell Software's executive director of worldwide channels and alliances, said the new firewall represents a significant opportunity to not only upgrade current customers but to grab business away from key competitors like Cisco, Check Point, Fortinet and Palo Alto Networks. "We think the capability of the products are so great that we are an alternative if you are a user of competitor," he said.
Michael Crean, president of Dell partner Solutions Granted, a one-time SonicWall Most Valuable Partner of the Year headquartered in Virginia, said he sees "huge" potential for the new TZ Series in the small and medium business market. "They need protection just like a Sony or a GM, but they don't have the budget of a large organization," he said.
Crean said Dell has made significant gains in partnering in the security market in the last 18 months. For example, he said, a Dell direct account rep recently passed over an opportunity on what was at one time a Dell only direct account.