Vendors 'underestimate the value of resellers' relationships'

Security vendor revamps partner programme and insists it is 'working the channel properly'

Security vendor FireMon has revamped its partner programme and insisted that some rivals are failing to appreciate the relationships resellers have built.

The firm's Ignite Partner Program has been given a makeover with eLearning a priority, with new courses for technical and sales resources as well as a bootcamp-style course lead by a FireMon instructor.

FireMon has also appointed James Frost as channel director for EMEA. "FireMon is uniquely placed to grow exponentially owing to the changing role of security in the decentralised enterprise that cloud technology brings," Frost told CRN.

"Vendors often underestimate the value of resellers' relationships with their customers. Equally, a lot of vendors try to recruit ‘everyone' without understanding the value of true partnerships.

"Working the channel properly is the only way for vendors to grow their customer base, whilst ensuring customer success and retention," added Frost.

Kurt Mills, VP of worldwide channel sales and operations at FireMon told CRN the programme will appeal to channel firms which have a services-focused business model.

"FireMon provides insight into the security gaps within the enterprise network and the means to address them. This inevitably opens further opportunities for the partner to be their trusted advisor and assist in the projects associated with redefining their security policy," he claimed.

Mills said that within the channel, there is a big need in the security space for training and education.

"It's no surprise that in today's evolving threat landscape, organisations' cyber security requirements are rapidly adapting to keep up and this makes the channel partner's task of providing the best solutions so important," said Mills.

"Not only that, but the range of options and solutions that are available is a minefield in and of itself. These changes have meant that, as a whole, everyone from vendors to channel partners and customers are stretched thin when it comes to training and education, and therefore the world has become increasingly accustomed to operating in a more virtual manor," he added.