Websense introduces new faces
Security vendor takes on SurfControl with new products and a new distributor
Websense is attempting to ramp up its channel presence and go head-to-head with SurfControl, with the launch of new products and the appointment of a new distributor.
The security vendor, which is already distributed by Unipalm, Azlan and Allasso, appointed Sphinx earlier this month.
Johanna Severinsson, director of marketing for EMEA at Websense, said: "We have Azlan to help with our Cisco integrations, Unipalm and Allasso for Checkpoint and now Sphinx to help us with our NetScreen integrations.
"Appointing specialist distributors gives our resellers better support, and with more complex technology coming out distributors need to be well educated and help our VARs bring our products to market."
Jamie Pearce, business development director at Sphinx, said the firm intended to bring in new incremental business.
"Our focus will be primarily around NetScreen, but we will be out there speaking to partners that might be selling other vendors' products and trying to bring them into our channel," he said.
Websense, which currently has about 350 resellers, is hoping to target SurfControl with its new standalone SME product, Enterprise version 5.
The product, which was launched last week, enables SMEs to manage employee internet use from the server or network down to the desktop, Severinsson said.
"SurfControl has played a really important part in the employee internet management market, but we now want to give our VARs a chance to go out there and hit the SME market with a Websense product," she said.
Steve Pearce, chief executive of SurfControl, said he was flattered by the move.
"Competition is a fact of life and Websense is following us into the market. Business comes from building your own market. There is nothing new about this; it's natural competition," he said.
Websense has also set up a training and certification scheme, following its launch roadshow (CRN, 14 April), called the Websense Certified System Engineer, which is available to all of its partners.