EXCLUSIVE: WatchGuard focusing on guiding partners to service delivery model

Channel strategy aims to move partners away from being solely hardware resellers

Security vendor, WatchGuard Technologies, will be focusing its local channel strategy in the next six to 12 months on assisting partners transition from hardware resellers to consultative organisations, according to the vendor’s Australia and New Zealand (A/NZ) regional director, Pat Devlin.

SEE ALSO: Exclusive: WatchGuard rewards top partners with Fiji (+ 50 photos)

SEE ALSO: Exclusive: WatchGuard Elite 2012 Fiji gala dinner, recreation (+ 50 photos)

Devlin said that, from a security industry perspective, the biggest trend at the channel level is that partners are moving to a service delivery model rather than remaining at the reseller model.

“Four or five years ago, almost everyone we deal with now, were companies that sold hardware and walked away, and now they’re mostly packaging services,” he said.

“The companies that were relying on this idea of ‘I make a sale here and then I’m back at ground zero and have to start again,’ are largely running out of business… Companies tend to still want to chase that ‘one big hit’ and it’s tough.”

The benefit is thus blatant: business longevity.

As such, WatchGuard is endeavouring to guide its partners through the transition in order to secure their security service and trusted advisor status, and as a result, secure its own business transactions.

WatchGuard’s RapidDeploy forms part of the goal. RapidDeploy is a Cloud-based configuration utility that eliminates the need for IT professionals to pre-configure devices or travel to the deployment for installation, according to the vendor. Put simply, it allows a firewall to “configure itself.”

Devlin said that WatchGuard will also be doing a lot more Cloud-based management in order to enable partners to not only bill month to month, but allow them to have more frequent (monthly) conversations with clients/customers.

Nermin Bajric attended WatchGuard Elite 2012 as a guest of WatchGuard.

Follow Nermin Bajric on Twitter: @nermin_au

2015 State of The IT Channel Survey : IT'S TIME!!! Fill in this year's State of the IT Channel Survey and be in the running to win great prizes. CLICK HERE

Join the ARN newsletter!

Error: Please check your email address.

Tags resellerhardwareRapidDeploysecuritywatchguard technologiestrusted advisorservice deliverychannelpartnerCloud-based management

More about WatchguardWatchguard Technologies

ARN Directory | Distributors relevant to this article

Show Comments
 

Latest News

May 22
Raiders change strip to support cancer research
May 22
Chromebook sales up 27 per cent to 7.3 million units: Gartner
May 22
Federal Government foreshadows changes to spectrum pricing and allocation
May 22
Seventy per cent of Australian small businesses predict growth in year ahead
More News
26 May
IM Experience, Brisbane
26 May
SplunkLive! Brisbane
26 May
Entrepreneurial Marketing - Innovative Thinking to Create or Re-Invigorate your ...
26 May
D-Link IP Surveillance Training and Certification
View all events