IBM subsidiary, Internet Security Systems (ISS), has appointed a new national sales specialist to expand its managed security services practice. Glenn Hurn will also work alongside the vendor's soon-to-be appointed partner manager to help drive channel sales across its services portfolio.
"From a partner perspective, we need to understand their business and what they are trying to achieve," Hurn said. "They could have an existing business they are trying to expand out with managed services, while others might be looking to diversify and expand their managed services capabilities into niche opportunities.
"We need to identify new potential market opportunities that can complement their business."
Hurn said one of his strategies would be to hand-pick vertical market opportunities which partners could specialise in.
"For example, in the utilities space, we're focusing on critical infrastructure and building out niche capabilities that complement the partner model," he said. "PCI, or the payment industry area, is another one that ISS is a global leader in. There are examples where we can work with partners to give them more insights into where the market's heading."
Hurn said ISS also planned to rollout new technologies over the next 6-12 months which would open out further managed services opportunities for the channel.
Prior to joining ISS, Hurn spent two years running outsourced services for security vendor, Symantec. He has 15 years experience in the security industry, managing security practices and policies at PriceWaterhouseCoopers, KPMG and SecureNet (now Cybertrust).