Tufin hails tiered channel strategy

Vendor claims new-look partner programme rewards resellers who have invested

Aminzade: there is a real desire to reduce the opex associated with firewall maintenance

Firewall management vendor Tufin Technologies claims its decision to tier
its resellers will reward those that have put the most into the partnership.

In the UK, Tufin has selected Integralis, Vistorm, Nebulas Solutions Group, Dimension Data, BT and Armadillo as Gold partners. Gecko has been certified as a Silver partner, while Affiniti, DVV Solutions and Askaris have been dropped.

David Aminzade, Tufin’s director Northern Europe, said that Tufin’s technology was suitable for any firm using more than 20 firewalls. He claimed its UK business had grown by 40 per cent this year.

“Most companies have had a firewall for 12-14 years and in today’s climate there is a real desire to reduce the opex associated with firewall maintenance,” he said.

Gold partners must have at least two accredited staff and in return receive preferential leads and higher joint marketing support.

“There was a desire to reward people for their investments,” said Aminzade.

“It is nothing negative on the three companies we dropped. Affiniti was focused on voice over IP and it was a mutual decision.”

Tufin competes against FireMon and AlgoSec, but Aminzade maintained both have “a tenth” of Tufin’s exposure in the UK.

While Tufin also rubs shoulders with security risk and compliance management vendor Skybox Security in the enterprise space, Aminzade insisted its technology was much more costly to both acquire and manage.

Nick Garlick, managing director of Nebulas Solutions Group, said: “Tufin fits very much with what the market is doing today.

“It is all about sweating your firewall assets and maximising not only the performance of the firewall but eliminating overlapping, conflicting and unused rules."