Monday Morning Impact – December 7

Westcon Adds ForeScout’s CounterACT Platform

Westcon, the New York-based distributor specializing in security, unified communications, networking, data center, cloud, global deployment and services, has signed an agreement to offer ForeScout Technologies’ automated security control platform throughout North America. ForeScout CounterACT is an agentless security appliance that provides IT organizations with visibility, and policy based control of, devices connecting to the network.

“As more people connect to corporate networks—especially with their own devices—businesses need a solution that can easily discover, assess and prevent unknown and unwanted users from gaining access,” said Andrew Warren, Westcon’s vice president of security.

“Network visibility and control is a high priority for both solution providers and IT organizations. It is of paramount importance that companies quickly discover devices and effectively control them to mitigate risks,” said Brant Kennedy, executive vice president of Worldwide Sales at ForeScout. “We’re excited to work with Westcon to introduce our advanced architecture and functionality to their large base of expert security partners.”

ForeScout claims a customer base of more than 2,000 customers in over 60 countries.

Channel Impact
Security has emerged as a crucial area for effective channel differentiation. ForeScout joining forces with a prominent distributor in this space represents a solid move in gaining enhanced market reach, as well as stronger credibility through partnership with a solid brand in the distribution space.

Ixia Launches Partner Program for Global Solution Providers

Ixia, a Calabasas, Calif.-based provider of application performance and security solutions, announced a new Global Solution Provider Program. In addition to product portfolio access, participating partners will receive assistance with solution consulting, network readiness reviews, solution testing and optimization, on-site training, demo equipment, and other enablement to support both physical and virtual networks.

“As today’s networks continue to evolve in complexity and security requirements, especially in light of the new network function virtualization initiatives, customers increasingly rely on system integrators to define and deliver strategic solutions for their business,” said Christian Pfalz, Sales Manager at Dimension Data. “Joining Ixia’s Global Solution Provider Program gives integrators access to proven products, methodologies, and expertise for a lasting competitive edge among even the largest enterprises, service providers, and government agency customers.”

Channel Impact
Although other industry inflection points may be gaining mindshare at a faster pace, the BYOD phenomenon, complicated by the myriad devices that might access the network at any point in time, remains a critical concern of IT managers. Go-to-market strategy enhancements designed to better engage the channel can go a long way towards enhancing penetration, building value, and strengthening market positions.

Digital Guardian Launches Global Channel Program

Digital Guardian has rolled out DG Synergy, an upgraded channel program designed to provide additional features and benefits for VARs, service providers and resellers doing business with the Waltham, Mass.-based security vendor.

As part of the company’s investment in its indirect sales strategy, Digital Guardian has grown its global channel sales team by more than 300% in the past year. The company has also implemented an aggressive discounting structure for partners including guaranteed margins for net-new opportunities.

“DG Synergy was established to enhance our channel program by offering new business incentives and technical sales enablement resources,” said David McKeough, executive vice president of field operations, Digital Guardian. “We’ve had a very successful year expanding our reseller program and building significant momentum in the channel.”

Components of the new DG Synergy program also include deal registration, NFR programs to support training and certification, MDF availability, SPIFF programs, and lead sharing.

Enhanced professional services and managed services offerings are anticipated in the coming year, as well as a growing emphasis on the Federal market.

Channel Impact
Gaining traction with the indirect sales channel requires a variety of qualities that range from solid, useful technologies to a full-fledged channel program that builds profitability and provides incentives for partners who hunt for new deals. This new program demonstrates the company’s intention to deliver these qualities.