M86 gives VARs deal registration in integrated channel scheme

Acquisitive security vendor accommodates the best bits of its disparate partner programmes in one offering

Come together: Since the Marshal and 8e6 merger, M86 has also splashed the cash on Avinti and Finjan

After a two-year acquisition spree, M86 Security is launching an integrated channel programme in the UK, including the vendor's first deal registration scheme.

In November 2008 UK-based web and email security player Marshal merged with US web filtering firm 8e6. Last year blended threat specialist Avinti and secure web gateway vendor Finjan were added to the mix. The new M86 PartnerFocus programme aims to bring together the best bits of the Marshal and Finjan channel schemes.

Tim Warner, UK vice president of sales at M86, told ChannelWeb: "We had two distinct channels selling two different sets of products, [bringing them together] was one of the most difficult things."

PartnerFocus will contain three tiers: Silver, Gold and top-level Platinum. Over the coming months VARs from M86 and Finjan backgrounds will be migrated into the new-look scheme at the appropriate level, given their background. Warner expects there to be about three Platinum partners from an M86 background and two from the Finjan side. About 20 VARs are expected to occupy the Gold tier.

The new programme's marquee feature is M86's first deal registration scheme, offering VARs extra margin for early registration of potential opportunities. Partners will be additionally rewarded for winning new custom.

"There is something in this [programme] for any partner," said Warner. "We now have all the sales people selling all the products and they are all on the same discounts – there is no emphasis. The big opportunity for the Marshal side [of the channel] is being able to sell a secure gateway."

Warner claimed the focus for the coming months would be letting the programme bed in and adding channel-facing staff, including account managers. Channel recruitment will become more of a priority next year, with the vendor particularly keen to add more VARs in Ireland, Wales and the north of England.

As revealed by ChannelWeb, M86's relationship with Wick Hill recently came to an end, leaving London-based Vigil Software as the vendor's only UK distributor. Warner claimed the single-distributor model will simplify the deal registration process, but denied there had been a strategic desire to trim the distribution line-up. Another distributor could be added in future, but Warner stressed M86 is "completely inactively looking".

"There is no strategy [to recruit more distributors]," he said. "I am perfectly happy that our distribution channel is working, Vigil has been an excellent partner for M86."