Security vendor WatchGuard is launching a security suite for virtualised environments, the vendor’s first moved into the virtualisation market.
The company’s vice president for channels and alliances in the APAC region, Scott Robertson, visited New Zealand this month to talk to partners and customers about the new product.
Robertson says he expects to see great uptake of the product in New Zealand, as the country is “one of the fastest adopters [of virtualisation] across the globe”.
According to Robertson, when it comes to virtualisation, security is one of the key concerns and WatchGuard resellers have the opportunity to become “trusted advisors” for their customers, a shift from the traditional reseller role.
Resellers, says Robertson, can “advise customers on security in virtualisation and become elevated to a trusted advisor role.
“When you are talking about security, you are talking about the keys to their network. You can advise on other areas of their business, not just security,” he says.
“This opens the door to all your other consulting services,” adds Robertson. “The role of the reseller is changing. Our most successful partners are those who lead with security. It’s about giving the customers assurance. You get elevated to a position of authority. Security is pervasive across all the pain points. If partners lead with a WatchGuard product, they can become trusted advisors.”
He says resellers can also attach their other service offerings to the WatchGuard virtualisation offer and adds that the new products represent an opportunity for resellers to lead the market in the virtualisation environment.
“For resellers who want to take a lead in security, the best place to do it now is in virtualisation,” he says.
The company is currently looking to take new partners on board in New Zealand.
“From a partner point of view, we are looking to engage with VMware partners,” says Robertson.
The company is offering free training to potential partners, both through the vendor’s website and through its distributor in New Zealand, Exeed.
“We are looking for partners with virtualisation experience. We are not looking for a particular number, just a good fit. We are looking for VMware experience married with an interest in security,” adds the VP.
New partners brought on board will fit within the existing categories of WatchGuard’s partner programme, he says.