Security vendor Clearswift has launched a managed services model to help resellers get their customers into the cloud. Clearswift Asia Pacific managing director Peter Croft says it adjusted its licensing and payment structure to enable its channel partners to resell its Clearswift web and email appliances technology in an on-demand way. Resellers will need to acquire Clearswift’s technology but can then on-sell different levels of functionality and capabilities at their own pricepoint. These include inbound and outbound scanning, policy and compliance reporting and data loss prevention. According to Croft, one of the drawbacks of third-party hosted offerings was that they made it difficult for resellers to justify their role in the sale. At the same time, customers were looking for ways to transition costs into the OpEx, rather than CapEx, column. “We wanted to satisfy two things: One, to produce a managed services offer for the private cloud; and two, to give resellers an ability to value add around that,” Croft says. “There’s no change to our technology – what we’ve changed is how it applies, so it’s easier for resellers to deliver the software in a private cloud for end users.” Resellers can label their managed services with their own brand, powered by Clearswift, and set their own pricing model. Clearswift will charge a fee to the reseller for each component on a per-seat basis. For example, email capabilities will cost $1 per user, per month. “Resellers get everything but can then structure the services and charge just for email, or for a full service with all the policy control at a higher price,” Croft says. He sees particular opportunity within the public sector. “It’s hard to do hosting for those types of customers as they don’t know where information is sitting – it could be Hong Kong or Singapore – and governments often have restrictions on data being located offshore,” Croft says. “This model allows MSPs to deploy bespoke clouds for their government customers and they can see where the data is housed.” Clearswift’s managed services offering is available worldwide from November.
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