Proofpoint To Launch Channel Program

The program, formally titled the Proofpoint Channel Partner Program, also will include incentives such as a performance program that rewards high-performing partners, lead-sharing and online partner opportunity registration.

Proofpoint, Cuptertino, Calif. also has added two new senior staff positions to help drive the company's channel sales and marketing strategy—Jim Gallagher is the new director of channel sales, and Dave Crilley is the new director of channel marketing.

In an interview on Wednesday, Crilley outlined the new program, explaining that the effort will feature four tiers of participation that offer different margins and levels of support, including lead generation, sales training, co-marketing funds and discounts on demonstration appliances.

"We want to make this program as channel-friendly as possible," he said, adding that the company will start with roughly 40 solution provider partners in the U.S. "The model for Proofpoint is not to have a reseller on every corner, but rather find folks focused on security and on selling complete solutions."

Crilley, formerly director of channel marketing at security appliance vendor SonicWALL, Sunnyvale, Calif. noted that the key to the new Proofpoint program is an initiative called the Partner Performance Program that rewards partners for big sales.

Gallagher, formerly vice president of channel and professional services at application security vendor Sanctum, Waltham, Mass., expanded upon this program, saying that every Proofpoint reseller will meet regularly with sales representatives from Proofpoint to go over quarterly sales targets and annual forecasts. Those partners who beat their forecasts will receive a "substantial" rebate on top of their normal discounts, Gallagher said.

"With this program, overachieving is a good thing," he said.

Other program highlights include: a recurring revenues program through which Proofpoint logs a channel sale when customers register their products, then point the end customer back to that partner when the product subscriptions expire; and a deal registration program that creates an additional rebate for deals that partners register and see through to completion.

Channel partners pointed out several key features about the program. Tyler Roye, CEO of Invision, Commack, N.Y., said the Proofpoint program presents his organization with more reasons to bundle the solution with its managed service for small- and medium-sized businesses.

"They really have a progressive vision toward the channel," said Roye. "There are a lot of opportunities for us to turn their technology into revenue."

Paul Myer, president and COO of 8e6 Technologies, Orange, Calif., agreed, adding that Proofpoint's emphasis on recurring channel revenue should spell big profits for his organization down the road.

The Orange, Calif.-based 8e6 provides internet filtering and reporting solutions to companies of just about every size, and Myer said he planned to add secure messaging to the mix with the help of Proofpoint's Protection Server software and Messaging Security Gateway appliance.

"We should be able to make money even when our filtering contracts aren't up for renewal," he said. "Those are exactly the kinds of deals we want at this stage."