ISS ramps up channel sales

Enterprise security solutions provider Internet Security Systems (ISS) boosted its worldwide channel licence revenues to 82% of sales in the first quarter of 2006. In the first quarter of 2002 the figure stood at just 49%.

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By  Stuart Wilson Published  July 31, 2006

Enterprise security solutions provider Internet Security Systems (ISS) boosted its worldwide channel licence revenues to 82% of sales in the first quarter of 2006. In the first quarter of 2002 the figure stood at just 49%. “ISS recognised that it needed to move away from direct sales focus and that the channel is the route to improve sales growth,” commented Alastair Edwards, senior analyst at channel consultancy Canalys. “The company has made good progress at signing up new partners, and it will need to continue to do this.” ISS now has more than 400 strategic channel partners in the Europe, Middle East and Africa (EMEA) region. The company claims that its Proventia product line and managed security services (MSS), which work together to protect customers from the desktop to the network, enable partners to deliver pre-emptive protection against the evolving threat landscape to a wide range of customers. “Within the last year, we have significantly strengthened the company’s SecurePartner channel sales and marketing programmes,” said Patrick Teirlinckx, EMEA partner marketing manager for ISS. “We have increased marketing budgets for top performing value-added resellers (VARs), increased the number of events, field resources and channel support teams available to partners. Additionally, we will soon increase technical product support levels in order to more effectively accommodate silver, gold and platinum partners.” “In the coming months, we will also be launching a new fully operational portal providing access to the ISS knowledge base, a download and support centre, and a central repository of information. As a result of these efforts, ISS partners are increasing revenue opportunities, improving customer relationships and capitalising on the market opportunity to deliver ‘protection on-demand’ security to enterprise, midmarket and small-to-medium sized business customers,” he added. Moving forward, ISS progression into ‘protection on demand’ is expected to offer partners even greater opportunities to supply customers with security that is extremely flexible, cost-effective and easy to obtain and manage.

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