Sourcefire to double up for SMB launch

Security vendor hopes to increase UK partner numbers twofold as part of SMB drive

Security vendor Sourcefire is aiming to double UK partner numbers as it hunts smaller players for its first push into the SMB space.

The vendor is today launching IPSx, which is based on Snort, the open source intrusion prevention system developed by Sourcefire, The product is targeted at allowing non-specialised resellers to address sub-$100,000 deals.

Anthony Perridge (pictured), EMEA channel director at Sourcefire, said: "[IPSx] will open out a whole new type of channel, you will not need to be an absolute security expert. We have a desire to expand our addressable market; security is becoming increasingly commoditised."

Sourcefire operates a three-layered partner programme, containing Authorised, Silver and Gold levels. Perridge revealed he would be looking swell the lower two tiers with about 20 new UK resellers to conduct business "on a more transactional basis".

Gold partners can cash in on 40 per cent margins, half of which come via the vendor's "aggressive deal registration" scheme, claimed Perridge. Lower-level partners can typically make 20-30 points, he added.

"[New partners] may be networking generalists," said Perridge, "But, certainly, we will be also looking to attract partners from competitors."