SonicWall trains partners to be security guards

SonicWall trains partners to be security guards

SonicWall has taken the wraps off a new managed security services provider (MSSP) program to give its channel partners tools for developing security solutions for customers.

The program will see resellers gain access to a range of product bundles, based on the vendor's TZ 150, TZ 170 and Pro 2040 firewall series, as well as its global management system software.

SonicWall regional sales manager, Tim Dickinson, said resellers would be entitled to various wholesale pricing discounts, depending on the number of units purchased, their performance and their certification ranking.

Partners will also have access to 24 by 7 helpdesk support, while being able to customise services such as content filtering and intrusion prevention. SonicWall will also issue partners with its Pro 4060 or 5060 security appliances for remote management of the user's network.

Dickinson said the program would allow its existing resellers who yet to develop their services capabilities to enter the managed security market.

"A lot of our resellers will install a firewall and charge for that, but then walk away from the customer," he said. "We want to educate them on how to add value to that sale.

"MSSP is about building a recurring revenue stream, and getting a closer relationship with customers."

In particular, the associated training program would be about expanding the knowledge of partners that were not currently providing managed security services, he said. The curriculum would include information about how to package and configure a security system, as well as how to present the service to customers.

SonicWall will also provide marketing funding and support, including a return on investment calculator and multimedia tools, such as a customisable flash demo of the service.

According to Dickinson, a recent survey of SonicWall's partner base found 55 per cent were not offering any security monitoring services to their customers. However, 89 per cent said they believed managed service offering would increase their sales.

"The profit margins are very high in managing these [security] services," he said.

This was because a lot of remote security services management, such as gateway antivirus and spam monitoring, was automated, he said.

While interest in the MSSP program was expected to come from its existing reseller base, the vendor had found ISPs were also interested in taking on a managed service provider role, Dickinson said.

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