Partner Proof is in the pudding

Security and data loss prevention vendor, Proofpoint, has launched a new channel program to support growth in the local market.

APAC director of sales, Gerry Tucker, said it experienced strong growth in the local market over the last six months and wanted to take advantage of it.

"This is a part of a broader strategy to increase our business in the local market," he said. "We are driving demand, opportunity and we have partners to fulfil that for us."

The Proofpoint Partner Program includes certifications, co-marketing activities, incentives to reward peak performing partners, an online dealer registration system and lead generation activities. The certifications include pre-sales, sales and technical.

"Through our partner portal, dealers can register and manage their leads and opportunities," Tucker said. "When partners sign up for those certifications, initially the training is free to get them to that point. We also provide evaluation and demonstration units in whatever quantity they require."

The vendor currently has a local distribution agreement with Techplus. Tucker said he was interested in adding another distributor to its line-up.

"They should be able to understand the messaging security space, have the ability to support sales and technical development, and the resources to support that," he said. "They should also have a reseller community that understands the technology space we are operating in." Proofpoint currently has about five local resellers and wants more.

"What we are looking for in partners is the ability to effectively provide support, sales and post sales support for our product," Tucker said. "We want to drive all of our new business through the channel."

The vendor is also looking to boost its local headcount. It currently has three staff running local operations and wants to boost that with more sales staff.