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Integrators use EIM to lead sales

Integrators use EIM to lead sales

Websense's employee Internet management (EIM) application training has enticed 26 resellers in Sydney and Melbourne, as integrators discover the tool has become something of a "hot product" amongst customers.

Regional sales manager for Websense Australia/NZ Graham Pearson said the vendor is witnessing a growing trend amongst system integrators and value-added resellers (VARs) to lead with EIM in preference to the traditional security pitch based around firewalls.

"Six months ago customers were saying, ‘It's a great product but it's not us at the moment'. Now they're asking for it - it's become the hot product," he said.

As well as strengthening its distributor relationships, Websense is rolling out its partner program globally. The vendor's reseller ranks have been steadily expanding over the last four months; the 10-odd new additions include BCA IT, Brennan IT, Zento, Citadel and Foresight IT.

The vendor has been dishing out the incentives to draw resellers away its competitor SurfControl, which makes 64 per cent of its revenue from direct sales.

On top of the already reasonable product margins, Websense Premium Partners get 30 per cent of the retail price and marketing funds. They are also fed leads in exchange for undertaking a $300 training program and providing frontline phone support on sales. Authorised Partner status requires no loyalty but reaps only a 20 per cent discount on the retail price.

Pearson said Websense has every intention of remaining a 100 per cent channel oriented company. "We're effectively branding our professional service through the channel," he said.

Websense will add new features to its software later this year.


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