WhiteGold managing director, Dominic Whitehand, said acting as nCircle’s sole distribution partner allows it to leverage the value it can offer its channel.
“By strengthening our vendor relationships we can use our Partner Enablement methodologies to turbo-boost the success of our channel partners so that they, in turn, can service the needs of their end user customers,” Whitehand said. “The appetite is growing for PCI compliance, standard operating environment and configuration management and auditing – it’s a really good time for us to gather pace in the market.”
Through WhiteGold, nCircle is looking to increase its partner base in the market to attract more managed security service providers (MSSPs) and SMEs.
“We have about 10 solid partners in that space, but we want to get a few more in terms of SME market and that’s going to be part of the education and market offerings that we put in that space,” Whitehand said.
“We’re looking to double the number that we have, but maintaining the quality of partners and leveraging that in the market.”
nCircle regional sales manager, Joe Revels, said WhiteGold had been instrumental in expanding its Australian footprint.
The vendor has revamped its partner portal offering more incentives, training and bundles particularly for the SME market.
“Traditionally, we’re not the cheapest product on the market because we’re enterprise-based, but we’ve changed that model to become more attractive to SMEs,” Revels said.
It also released a new product in the market called Benchmark, which creates scorecards for customers on all their security products.
“We can do it for competitor products and products that we don’t deliver like firewalls and antivirus,” he said. “We’re tyring to give them scorecards so they can measure how well they’re doing – are they investing in the right resources and budget into the right products. They can also measure themselves against their peers and other companies that are the same size.”