Vernier prowls for partners

Adaptive security products vendor Vernier Networks has rolled out a new global channel programme: Vernier Vantage Partners. With one Middle East partner already signed up, Vernier is on the lookout for at least three more to extend its reach in the market.

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By  Stuart Wilson Published  October 26, 2004

Adaptive security products vendor Vernier Networks has rolled out a new global channel programme: Vernier Vantage Partners. With one Middle East partner already signed up, Vernier is on the lookout for at least three more to extend its reach in the market. The company splits its partners into three categories. Entry-level silver partners serve as a channel-to-market for Vernier and receive incentives and training programmes aimed at enhancing partner margins. The gold partner status targets certified partners wishing to build services around Vernier solutions. Elite partner status is reserved for companies with a strong regional or vertical focus and aspirations to build a complete business practice around the deployment of Vernier solutions. Vernier’s programme offer strong margins on product, training that allows partners to tap into services revenues and online discussion forums. Pre-sales and post-sales support as well as MDF and rewards for exceeding goals are also available. Vernier has already signed up IT(S)2 as a partner in Saudi Arabia but reckons that more are needed for optimum coverage. “Vernier’s Vantage partner programme makes a conscious effort not to over-distribute our products but rather work with our partners to make them successful in selling Vernier solutions,” explained Sankar Venkatraman, director of channel marketing at Vernier Networks. “Based on the market opportunity in the Middle East, Vernier is looking for at least three more partners in the region.” “At this time Vernier supports the Middle East market primarily through single-tier distribution — value-added resellers — to stay close to the customers and our partners,” he added. “As the demand for the product grows, Vernier may explore partnering with a distributor to address this demand.” Vernier offers adaptive security products for wired and wireless networks allowing users to ensure business continuity. The vendor’s adaptive security platform (ASP) protects enterprise networks from attacks, actively resolves intrusion and continually adapts network security policy to enhance future protection. According to IDC, the market opportunity for internet security products will be worth US$19.8bn in 2006. “Despite having spent more than US$32bn on security-related products in the past six years, IDC found that businesses have suffered more than US$210bn in losses due to their security systems failing,” added Verkatraman. “The opportunity is wide open for resellers to offer a new class of security solutions to these enterprises.” “By joining Vernier’s Vantage Partner programme, channel partners can offer the industry’s first integrated security platform for enterprises supported by a wide selection of supportive programmes to make them successful in their region,” he concluded. Vernier already has more than 350 customers worldwide and boasts solid sales into the education, healthcare, government and enterprise sectors including manufacturing and oil and gas.

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