Tufin launches official programme
Vendor woos partners with channel scheme
Firewall management vendor Tufin Technologies is hunting for UK and European partners after launching its first official channel programme.
The Israel-based vendor, which was founded in 2003 by a breakaway group of Check Point employees, has set itself the goal of doubling its worldwide VAR count to 50 this year.
Shaul Efraim, vice-president of business development at Tufin, said the vendor was searching for two types of resellers: large outfits serving the telecoms and financial sectors and leaner, “tech-savvy” VARs.
“Check Point, Juniper and Cisco do not provide the right tools to effectively manage a large number of firewalls,” he said. “There is a vacuum there and we fill that gap.”
Partners will be rewarded with a raft of benefits including priority leads, a listing on Tufin’s directory and direct touch from the vendor.
“To make the channel programme more attractive we will make improvements every quarter,” Efraim pledged. “This month we will introduce web-based training.”
Tufin recently launched version 4.0 of its flagship SecureTrack offering, which supports Check Point, Cisco and Juniper firewalls.
“The firewall market is saturated,” Efraim claimed. “SecureTrack provides an opportunity for resellers to revisit existing customers and up-sell.”
Having refused any external investment, Efraim emphasised that Tufin was a “boot-strap company” and that the firm was profitable and cash-flow positive.
Vaughan Davies, product marketing manager security at Affiniti – one of two UK VARs signed up by Tufin alongside Onyx Group, said: “There is a strong Check Point pedigree in the organisation, so it understands what change management is about and is proactive in how it works with partners.
“We’re getting a lot of interest from large organisations bound by compliance, particularly in the finance space.”