Websense VARs get revenue lift
OEM deal with data leakage vendor to open 'a new budget area for the channel'
Online security vendor Websense has claimed that its latest OEM agreement with data leakage technology vendor PortAuthority Technology will offer VARs an extra revenue opportunity.
As a result of the partnership, PortAuthority’s PreciseID information classification and identification technology will be integrated with Websense’s Deep Content Control classification and enforcement technology to provide automated data protection. The products are due to ship in the first half of 2007.
Frank Coggrave, regional director for EMEA at Websense, said: “One of the challenges the channel has is that vendors seem to do everything. VARs are bombarded with requests to sell replacement technology so margins are being squeezed.
“Because this [data leakage] is a new area, it is going to mean a new budget for the channel. We also see it as being a services revenue opportunity, because customers are going to need consultancy on a regular basis.”
Steve Browell, general manager for technology at VAR Vistorm, said: “People are paying far more attention to information leaving their organisations and they are more anxious to put checks in place.
“There are not that many [vendor] players in the data-leakage space and the timing for this OEM agreement is perfect. It will be a great help to our customers and will help with our Information Assurance strategy.”
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