WatchGuard VARs given email security chance

Aarrestad: we can take this as an opportunity to refine the channel programmes

Security vendor WatchGuard has claimed its acquisition of BorderWare will provide both sets of channel partners with upselling opportunities.

As predicted by CRN, WatchGuard bought the web and email security specialist for an undisclosed amount last week. Both firms are privately held and BorderWare focuses chiefly on the mid-market, while WatchGuard is better known in the SME space.

Eric Aarrestad, WatchGuard’s vice president of marketing, claimed VARs could now address new horizontal markets.

“WatchGuard resellers have an opportunity to move upmarket, while BorderWare resellers can move down,” he said.

Aarrestad claimed 87 per cent of BorderWare’s sales were in the mid-market and stated that the two firms addressed similar verticals, giving resellers a chance to upsell.

“Our legacy partners have the desire for more WatchGuard-related products and this provides an opportunity to expand their portfolio,” he said.

He claimed the deal would strengthen his firm’s presence across EMEA, particularly in the Middle East. In the short term, BorderWare will be an “adjunct” to WatchGuard’s business, with channels and product lines remaining independent.

But he claimed the two companies’ channel programmes were “startling” in their similarity, adding: “There is a really good alignment and we can take this as an opportunity to refine the channel programmes.

“Over time we will also look for opportunities to simplify the taxonomy of brands and products.”

Ian Kilpatrick, chairman of WatchGuard distributor Wick Hill, said: “BorderWare has very complementary offerings, with no product overlap, and there is great opportunity for growth.”