8e6 Technologies Takes Direct Approach To Channel

The new PartnerFocus channel program comes as 8e6 prepares to triple its channel partner ranks. It includes benefits such as sales and technical training, free technical support and lead generation.

To ensure the success of its new program, 8e6, Orange, Calif., has trained its territory sales force to work closely with its stable of 25 VARs to close deals, said Paul Myer, president and COO of the company. "We work hand in hand with partners, giving them qualified leads and passing on renewals," he said.

Myer said 8e6 plans to add another 50 solution providers to its partner ranks, favoring those with deep technical expertise and market experience. 8e6 launched in 1995 as a direct-sales company. About four years ago, the vendor began handing direct sales account renewals to VARs in order to jump-start channel relationships and grab a larger share of enterprise business, Myer said.

Since then, 8e6 has worked to leverage its direct sales background to improve the efficiency and coverage area of channel partners, Myer said. For example, 8e6 has a telemarketing team that generates leads and passes them on to its inside sales team, which hands qualified leads to channel partners and works with them to close deals, he said.

8e6 understands how to deliver the pricing and support VARs need to close deals, said Greg Hanchin, a principal at DirSec, a Denver-based partner. "With 8e6, we work with a channel manager who owns all the direct and indirect business, so we can get the deal wrapped up before the competition gets to us."

All of 8e6's new business—and 80 percent of its renewal business—is now going through the channel, Myer said. 8e6 will continue to transition its renewal business to partners in all regions where compatible security VARs can be found, he added.