SonicWall sharpens enterprise play

SonicWall sharpens enterprise play

Vendor looks to implement deal registration program and new channel pricing.

SonicWall is planning to implement a local deal registration program and recruit more partners.

The vendor's US headquarters recently revealed intensions to launch a deal registration program, new channel pricing and a Partner Excellence Centre in Arizona, which features channel marketing support and channel training facilities.

A/NZ regional manager, Chris Barton, said international partners including its Australian channel will have access to the centre and its new facilities.

SonicWall was also considering introducing a deal registration program for local partners this year, Barton said.

"We work closely with our partners to make sure that we can avoid channel conflict as much as possible," he said. "However, as you move more into enterprise-type deals, the opportunity for conflict does increase and we are aware of it."

Barton said the shift into enterprise stemmed from the launch of the vendor's NSA series of UTM devices as well as the company's acquisition of Aventail last June for $US25 million.

The vendor is seeking to recruit more resellers at the enterprise level and has more than 300 channel partners across A/NZ.

Barton said he would look at finetuning the vendor's Medallion partner pricing model to recognise enterprise resellers for the volume of business they would potentially bring.

In March, Sonicwall recruited Rob Blanco as its enterprise channel manager, to beef up its enterprise play.

"We are looking for different types of partners to support us and we are making some strong progress into that space," Barton said. "We are looking for partners that see a value in what we are talking about and can demonstrate the ability to get involved with our program."

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