WatchGuard Bolsters Deal Registration, Offers 20 Percent Discount


WatchGuard Technologies is bolstering its deal registration program, streamlining the process and adding a 20 percent discount to help fuel sales of its XTM 525 series Unified Threat Management appliances.

The Seattle-based firm's new channel chief, Alex Thurber, a longtime channel veteran, said he wants to help partners see through deals without being worried about being stepped on by competitors. To get more partners using the deal registration program, Thurber announced an increase in margins from 5 to 20 points.

"Our partners are investing time and we recognize that there are a lot of costs on the line," Thurber told CRN. "We're investing more into the partners that have invested most in us with this program enhancement."

 

[Related: 9 Unified Threat Management Security Appliances To Watch In 2013]

Thurber said he also is working on simplifying the deal registration process. Partners still need to provide proof that an official net new deal is in place. But subtle adjustments make it easier to register net new deals, he said. WatchGuard also has made adjustments in Salesforce.com to provide partners with increased visibility into registered opportunities so the inside team and the sales team can work closely together, Thurber said.

The additional margins have been approved through the end of the year. The firm also is readying additional promotions around its wireless technology. Thurber said wireless security has a huge potential for growth, and channel partners can benefit because the WatchGuard technology is managed by the same management console that leverages the XTM appliance line.

Businesses are increasingly in tune with the threat landscape as cybersecurity incidents get more attention in the news, said Richard Galganov, CIO at Dallas-based HBR Technologies, a WatchGuard partner. Galganov said he is seeing traction with WatchGuard's wireless access points, because they are easy to deploy, integrate easily and solve an important problem.

"Businesses see a proliferation of handheld devices walking around, and they recognize that they need to tighten down their environments now," Galganov said.

WatchGuard competes in a crowded UTM space with Barracuda Networks, Check Point, Cisco Systems, Cyberoam Technologies, Dell-SonicWall, Fortinet, Juniper Networks and Sophos. UTM appliances typically provide firewall, antivirus, content and email filtering, intrusion prevention and application control. According to analysis by Frost & Sullivan, Fortinet, Check Point and Dell-SonicWall hold a nearly 49 percent market share.

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