Sourcefire aiming to grab more channel business

Launch of new global partner programme designed to grow partner transactions

Tags: Sourcefire ( Arab Emirates
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Sourcefire aiming to grab more channel business Security vendor Sourcefire insists its new programme will give partners the tools they need to prosper in a market where it claims rival companies have “traditionally undervalued” channel relationships. (ITP Images)
By  Andrew Seymour Published  February 17, 2010

Network security products vendor Sourcefire has whipped the covers off a new multi-tiered marketing and training programme for resellers and distributors.

The Global Security Alliance Channel Programme is designed to strengthen Sourcefire's relationship with partners and create higher margin sales training and marketing activities so that a greater percentage of business is transacted through the channel.

NASDAQ-listed Sourcefire, which made a net profit of US$2.7m on sales of US$27m during the last full quarter for which it published financial results, claims the scheme is being supported by a closer alignment of its field sales team and marketing programmes.

"Over the past six months, we have collaborated with resellers and distributors around the globe to build this programme, designed for our partners, by our partners," stated Chris Peterson, VP of worldwide channels at Sourcefire. "As a result, the Global Security Alliance Channel Programme aligns with their goals."

Key benefits of the new initiative include a deal protection programme, market development funds and rewards programmes that will offer partner sales representatives additional incentives as they grow their pipelines.

The vendor, which has a Middle East office in Dubai and works with UAE distributor Secureway, is also promising to provide partners with various training options, including two new professional services certifications for sales engineers and consultants.

Tom McDonough, president and COO at Sourcefire, suggests the programme will give the company the edge over rivals that have failed to take their channel communities seriously.

"The channel is extremely important throughout the security industry, but our competitors have traditionally undervalued these relationships," he said. "With an ultimate goal to drive 100% of Sourcefire's revenue through the channel, Sourcefire is working closely with our partners to institute programmes that will help them further strengthen customer relationships and loyalty."

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