Unified threat management (UTM) vendor Astaro has launched a trade-up programme targeting Cisco and WatchGuard resellers in a drive to swell its VAR ranks.
Until the end of March, users can net a discount of up to 72 per cent on Astaro’s Security Gateway appliances when they trade in a non-Astaro UTM appliance. The promotion is directed at users of WatchGuard Firebox III and Cisco Pix appliances, which are soon to be discontinued, according to Astaro.
Andrew Fourie, UK and Ireland sales director at Astaro, claimed the scheme offered resellers twice the margins of typical trade-up programmes. “Resellers can earn up to 25 margin points depending on the type of product. This is unheard of. It is normally between eight and 10 points,” he said.
“We are looking to add 30 or 40 resellers through this campaign and hope to add 100 this year. We are being very aggressive as we have targeted 50 per cent growth for 2008.”
Fourie said that Astaro’s box trumped rival solutions because it could work in a virtual environment, tying in with the current vogue for IT consolidation projects.
But rival channels were quick to pour cold water on Astaro’s plans.
Ian Kilpatrick, chairman of WatchGuard distributor Wick Hill, said: “It is nice to see Astaro is addressing WatchGuard as the market leader, but it is completely on the wrong track.
“Firebox III is more than five years old and those that still have it are wedded to WatchGuard.”
Kilpatrick also said that the trade-up margins being offered to partners by Astaro were generally less than WatchGuard offered.
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