BY expanding the features in its appliances, Sonicwall says it is helping resellers earn higher margins from its products.
During a roadshow hosted by the vendor’s distributor Renaissance in Auckland last week, Sonicwall encouraged partners to not just sell products, but to build services offe-rings around its security appliances.
According to Sonicwall’s California-based content security range manager, Sameer Mathur, resellers can earn ongoing revenue from the renewable subscription services the company has on offer.
Mathur says the company’s products have transformed from being just firewalls and now include unified threat management and content security management services, on which resellers can earn higher margins.
“Our partners are moving towards being more services orientated,” says Mathur.
Sonicwall’s focus is on helping resellers make this transition, he adds.
One of the tasks of Chris Barton, the company’s newly appointed Sydney-based channel manager for Australia and New Zealand, is to help partners transform their business models to become managed security service providers.
Barton, a New Zealander, will also provide partners with dedicated support and ongoing training. He was most recently New South Wales business development manager for Sophos. The company is also driving end-user demand for its services through new advertising and marketing campaigns, which feature the branding and contact details of selected partners.
Mathur says Sonicwall’s Managed Security Services Provider (MSSP) scheme enables partners to offer a more comprehensive service to clients, with higher levels of ongoing revenue.
Three local partners are registered as MSSPs: Network Pro, Lansmart and MIS Services.
Partners can also earn renewable revenue from annual subscriptions to Sonicwall’s Gateway unified threat management services, which include antivirus, antispyware, intrusion prevention and content filtering.
Sonicwall’s 2100 CF Content Security Manager appliance provides an internet filtering service, which the company says enhances security and employee productivity.
All these services can be managed through Sonicwall’s Global Management System, which provides automated, customised reporting, says Mathur.
The services are largely aimed at small to medium-sized businesses, which Mathur says have the same security needs as larger organisations.
Therefore, Sonicwall is making its product easier for customers to use and for partners to deploy, but without reducing capabilities, he says.