The US-based vendor has unveiled 7Safe and BEW Global as its first UK allies, and is looking to recruit a dozen more partners over the next 18 months.
Mike LaPeters, vice president of sales and services at Core, claimed penetration testing is a fast-growing niche that offers resellers high margins. According to IDC figures, the vulnerability management sector which includes penetration testing is poised to expand by 15 per cent to $870m (£439m) in 2008.
“This is not a product for generalists as it does require knowledge and experience,” LaPeters said. “It is a new and emerging market and gives resellers the chance to promote a valued service to people who are only just realising they need it.”
Core’s UK push coincides with the launch of its first global channel programme, which offers deal registration, marketing development funds and training benefits.
“One of the most compelling things about the programme is partners get the same margin in year two as year one. Our licensing model is 100 per cent subscription and we give full margins on renewals, whereas most vendors would discount it,” said LaPeters.
The vendor’s sweet spot remains organisations with at least 300 seats.
“We have been very successful in the government, financial services and healthcare spaces. It comes down to who has the most to lose,” he added.
Jason Ashley, business development director at BEW Global, said Core’s software had taken the mystique out of vulnerability assessment.
“A lot of end users and resellers see vulnerability assessment as something a consultant has to carry out and that you would have to pay through the nose for. Core makes the process really simple through a drag-and-drop solution,” he said.
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