Websense Announces Channel Program Enhancements and New Channel Chief

February 4, 2010 at 10:09 pm Leave a comment

By Beth Vanni, Director of Market Intelligence

In the last three years, Websense has made big strides in both its market position and the maturity of its channel engagement programs. Once known as the small, web filtering McAfee challenger with an unclear commitment to channels, the company announced a number of key product, program and executive management changes at their Annual Partner Conference last week which indicate their continued and serious commitment to success in the channel and as a leader in enterprise security.

1. The company announced a new, simplified U.S. margin structure and greater incentives for deal registration and license renewal migration to their Websense Security Gateway and v10000 appliance products. In a subscription licensing world, securing renewals and upselling to their broader portfolio is critical.

2. Their core partnering program now offers an impressive variety of co-marketing and sales prospecting tools to make it easier for partners to do demand generation work, including a turnkey Harte Hanks telemarketing services and a direct marketing & appointment setting campaigns offered by a local marketing firm called Binary Pulse. Yet another offering was announced with Bridgemetrics for building custom landing pages and microsites.

3. A revamped partner portal was revealed which offers Websense channel partners a one-stop resource for sales, product, marketing, and competitive information.

4. An aggressive end-user branding campaigned was unveiled focused on SaaS solutions and their integration with legacy security structures. Dubbed “Outside is the New Inside”, the campaign promises partners enhanced lead passing.

5. Perhaps the most impressive part of the company’s overall channel support model includes the diversity of value-based performance metrics they’re now tracking around partner contribution. These include the amount of proof of concepts and demos conducted by partners, the breadth of new business pipeline, technical certifications held, the quantity and quality of end-user references secured and overall renewals and customer retention rates. These metrics are all woven nicely into key program support offerings, resulting in a robust channel program that looks nothing like it did a mere 3 years ago.

Under the leadership of David Roberts, the company’s previous Senior Vice President, Sales for the Americas, Websense has made notable and visible investments in their channel community over the past three years. The company announced a new global channel sales leader, Matt Hynes, who is responsible for leading and growing Websense global channel sales efforts which includes value-added reseller (VARs), direct marketers, and federal resellers. Hynes is tasked with growing the impact of the company’s global channels for this next phase of its growth, as it takes on several heavy-weight security players head to head. We look forward to seeing how the investments Websense has made (several of which were guided by Amazon Consulting) prepare it for higher growth in a crowded and competitive marketplace.

See also: Websense Plans to Step Up Marketing Offensive

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Entry filed under: Industry Perspective, Live from Events. Tags: , , , , , , .

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