ConSentry boss slams rival firms

NAC specialist rejigs partner programme and pricing structure

Alex Raistrick, ConSentry Networks

Ambitious switching vendor ConSentry Networks is gunning for the market’s dominant players after revamping its partner programme and pricing structure.

The vendor’s Networking Partner Programme, of which about 10 UK VARs will be a part, offers partners benefits including lead generation and a deal-registration scheme.

ConSentry has also bundled functions into its software licensing model to give partners increased opportunities to sell professional services.

Director for northern Europe Alex Raistrick claimed the new pricing model meant ConSentry’s switches were up to 25 per cent cheaper than rivals Cisco, Foundry and Extreme. “Cisco is low margin and high risk for resellers,” he said. “One partner told me it made between two and five per cent on one deal.

“Switches have become almost a commodity sale. Cisco, Foundry and Extreme have not innovated in 10 years and they do not have a lot to differentiate them from each other.”

Raistrick claimed 2008 had been fruitful for ConSentry and the firm now has more than 200 customers worldwide. He indicated the largest of these has about 600 switches and that mid-sized finance firms have become a sweet spot for the vendor.

Jess Thompson-Hughes, managing director of partner React Technologies, said: “Theoretically it is a good solution, but the channel is a bit incestuous and we have not sold much. There is a lot of competition in the NAC space and VARs need to spend a lot to be successful.”