Websense places bets on top partners

Lucky number: Websense has gambled on just two distributors

Websense plans to throw its weight behind fewer UK partners in 2010 as it gears up to launch its Triton platform into the channel.

The security vendor this month removed Bell from its line-up, leaving it with just two distributors in the UK: Computerlinks and e92plus.

The move is part of a pan-European distribution rationalisation programme and Websense is also looking to focus its efforts on fewer VARs to build on its presence in the enterprise segment.

Andy Philpott, vice president of sales for UK and Ireland at Websense, revealed that the vendor increased margins for higher-level Platinum partners as of 1 March. A new top reseller tier, dubbed the Enterprise Alliance Frame­work (EAF) was also unveiled at the end of 2009.

Philpott said: “We have recognised the need to focus our efforts on a fewer number of partners generally, not just in distribution, but also the VAR community.

“The likes of Integralis, Vistorm, 2e2 and GSS, as well as some of the big SIs like Fujitsu and BT, are doing an important job for us. In very large enterprise deployments we need organisations with a footprint in those customers or at least similar-sized customers.”

Philpott claimed Websense partners would also receive a wrap-around services boost from the upcoming introduction of Triton, a single architecture encompassing web and email security and data leakage prevention (DLP).

Some 135 partners were registered to attend this week’s launch event for Triton, which will begin shipping in mid-April.

“Nobody else can provide a truly integrated solution for web, mail and data loss. A lot of people have the roadmap, but we believe they are a long way behind us,” said Philpott. “We have made a half-billion dollar investment in Triton which started two or three years ago with the acquisitions of Port Authority and SurfControl.”

Ed Callacher, divisional manager for networking and security at Bell, said the break-up was “mutual” and questioned Websense’s decision to focus on fewer partners.

“Websense brought us on board to do new business and we went from £200,000 to doing £3.5m in sales last year. Its decision to focus on Platinum and Gold partners left us in a position where we couldn’t go out and reach new resellers and do a decent job for them. We would have liked to have carried on, but we have to think about the products we are recommending to partners.”

Websense now plans to work with two distributors, including pan-European outfit Computerlinks, in most European territories. It currently has 50 regional distribution contracts.

Dave Ellis, director of e-security at Computerlinks, said: “Websense has a fragmented distribution strategy across Europe and wants to harmonise that. Bell isn’t particularly focused on security, and with the types of technology that Websense is bringing to the market it needs VADs that can deliver skills and expertise.”