Susan Don has an unusual message for the thousands of value-added resellers (VARs) and assorted other partners at Cisco’s Partner Summit in
Las Vegas this week: stop selling security.
As security lead for worldwide channels, Don’s job is to help those partners sell security products, so it’s a message likely to (designed to) make the 4,000 or so attendees sit up and take notice, despite their hangovers, Vegas-born regrets and toxic overdoses on smoke, blue lights and performing executives on the main stage.
Her opening line is only an attention-getter, though. Her intent is to urge Cisco partners to sell security as part of every deal, not as a separate part that may or may not be included, depending on the situation. She won’t get much time on the main stage, but she hopes to go into more detail in breakout sessions later on.
By including the appropriate parts of Cisco’s security product line in every pitch, Don said, Cisco partners will “change the competitive landscape” for Cisco’s other products by offering secure routing instead of routing, secure wireless instead of wireless.
Other networking companies offer security with their products, or bundle other company’s security products with their own. How selling security as part of a wireless deal rather than as the security on top of a wireless deal isn’t entirely clear. No new products or incentives are involved at this point.
Don’s effort right now is to get partners to stop looking at security as a separate, stovepiped practice like networking or managed services or unified communications.
Network storage software developer FalconStor Software Inc. has announced changes to its channel program that it hopes will encourage partners to sign more deals and invest in certification programs in return for lucrative rebates, greater marketing dollars and assistance with lead generation, among other incentives.
The Melville, NY- based company will segment its 130 channel partners into a three-tier program based on revenues and certification. In the elite tier, the company requires partners to post $750,000 in revenues, which include income from net new business as well as licensing renewals. Elite partners must have two certified technical employees and three or four certified on the sales side. Partners achieving this goal will get a rebate of up to 4% on revenues. They will also qualify for the market development fund (MDF) program which gives them dedicated marketing assistance.
Premier partners must earn $350,000 and must have one certified technical employee and two or three certified on the sales side. Premier partners qualify for the MDF program, but they won’t receive a rebate.
Associate partners have revenues under $350,000. They must have one certified technical employee and one or two certified in sales. However, associate partners won’t qualify for either the MDF or rebate programs.
“The drive is to get partners all the way up to the elite program,” said Camberly Bates, FalconStor’s chief marketing officer.
Solution providers contribute 60% of the company’s revenues while 40% is through the company OEM’s like Sun and EMC.
In the area of training the company has developed online training as well as offering a four day course at its New York headquarters. Partners will be trained in two tracks: one on virtual tape libraries and the other on IPstore platform which includes disk based backup, continuous data protection, virtualization and replication software.
In recent months the company has expanded its outbound telemarketing and inside sales staf and executives said it’s committed to generating leads that match a partner’s skills and location. Partners registering deals will receive on average a 30% discount.
While FalconStor won’t refuse new channel partners, Tony Salvia, director of channel marketing, said the latest adjustments are geared toward improving the performance of its current channel partners.
“The enhancements that we’ve made in this partner program are directed toward enabling the partners that we have, making them more productive and helping them to meet the aggressive growth goals that FalconStor has,” Salvia said.
— Nicole Lewis
Microsoft patches Windows vulnerability Microsoft Corp. released an emergency security patch Tuesday to plug a hole in several versions of Windows – includingVista, which the software maker has touted as its most secure operating system ever. [AP]
HP ProCurve recruits allies for war on Cisco ProCurve Alliance promises interoperability testing and joint promos. [TheReg]
Most SMBs will be virtual by 2020 Reality is overrated, says Rackspace report. [TheReg]
Cisco Systems, Inc. announced this morning that it is introducing a new, entry-level partner certification level and a host of new products all designed to help it expand its presence in the small- and medium-sized business market.
Cisco’s SMB announcement this morning at its Partner Summit in Las Vegas included the announcement of its SMB Specialization for channel partners – the first time Cisco has designated a certification for a segment of the market rather than a technical specialty.
The announcemend also included a package of products designed for networks of 16 users or fewer, including the previously announced Unified Communications 500 series, which supports both softphone and dual-mode phone voice-over-IP networks, and is designed to be simple enough to use that no IT specialist is required.
The SMB package also included the Catalyst Express 520, a Power over Ethernet (PoE) switch designed for Cisco VOIP phones, the 521 Wireless Express Access Point and 526 Express Mobility Controller. Together those two wireless LAN components are designed to create dynamic wireless networks with – again – little help from IT specialists.
Cisco also announced new versions of its Configuration Assistant and Monitor Director/Monitor Manager, which provide real-time monitoring and troubleshooting that is usually provided by channel companies.
The new Select certification adds a new tier to Cisco’s Certified Partner program, which currently includes Gold, Silver and Premier levels, plus Registered partners that sign up as resellers, but aren’t eligible for most of the training, discount or rebate programs available to Certified partners.
Cisco execs said they expect about half the 10,000 Registered partners to move up to Select. Members of Cisco’s SMB Select program – its current SMB-focused channel category – will have six months to qualify as Select partners.
Achieving Select status requires an SMB Specialization certification – which means passing a series of training sessions and exams focused on the sales and technical skills required to serve SMB customers.
In return, partners will get access to partner-development funds to help generate demand and prospect for new customers, as well as access to the new SMB Opportunity Incentive Program, which rewards SMB-focused VARs for finding and landing new customers. Select partners also get access to other Cisco incentive programs, including Cisco Capital’s Easy Lease program, which helps fund projects for SMB VARs without requiring hefty upfront payments for all the equipment involved. (Also see Cisco to extend SMB leasing through Ingram Micro partners.)
The SMB specialty is Cisco’s first to focus on the size of a market rather than its technical specialty. It has introduced several technical specialty certifications during the past year, in an attempt to expand sales in security, voice-over-IP and other areas. (See also Smaller VARs annoyed at Cisco’s Master VoIP certification.)
Cisco channel chief Keith Goodwin said the SMB specialty is a continuation of Cisco’s effort to expand its share in the SMB market, which has been weak compared to its dominance in other areas.
“We’re putting a strong marketing focus on that space,” Goodwin told SearchNetworkingChannel.com at the company’s C-Scape analyst conference in San Jose, Calif. in December. “We need to double our SMB resellers. We don’t want all our partners to go there, but we want to build up classes such as distributor affiliates and get them into the Cisco business model where they can grow profitably.”“Cisco didn’t focus on SMB a few years ago,” Goodwin said. “Now, for the first time we’re building purpose-built products for the SMB space and our partners can take advantage of disruptive technology, such as unified communications, to grow their businesses.”
Behavior blocking and heuristics are the next next big thing in malware prevention strategy. It’s like when Prince was singing about 1999 in 1983. One AV vendor using these technologies is San Mateo, Calif.-based behavioral security company Sana Security.
Yesterday, Sana Security announced that they have hired Don Listwin as their new CEO. According to the press release, “In his new position, Listwin will focus on company financing, formulating strategy, and developing partner relationships.”
The company has also closed in on $12 million in funding to fuel a massive expansion.
ZDNet blogger Ryan Naraine thinks that the company will quickly become a prime target for acquisition since the company’s main focus, behavior blocking software, will soon be a necessary component in successful antivirus suites.
My advice to you: Get in while the getting is good. Stay a step ahead. Learn about Sana’s partner program, and compare it to the partner programs of other security vendors with the partner program checklists on SearchSecurityChannel.com. Then you can party like it’s 1999 in 2007 when you’ve impressed your customers with forward thinking.
Do you think that something else is the next next big thing? Let us know, and we’ll help you navigate the details.
Blogger posts Windows Vista SP1 fixes on Web site The owner of the Hotfix blog has posted over 100 fixes he says he received from someone close to Microsoft who has access to the collection, expected to be released in the latter half of 2007. If the information’s legit, where are the security patches? [Computerworld]
Microsoft sued over ‘Vista Capable’ claims Microsoft deceived customers by allowing PC makers to label computers as “Windows Vista Capable” even though they couldn’t handle Vista’s key features, according to lawsuit lodged in the US. [ITWire]
Microsoft targets more software pirates Legal action aimed at groups that sold copies of Windows and Office discounted for academic use to regular users. [CNET]
Xerox Corp. has announced its intention to buy document-management and print-services provider Global Imaging Systems for about $1.5 billion in cash.
Global Imaging is a Tampa, Fla.-based company that focuses on the small- and medium-sized business (SMB) market through 21 regional subsidiaries and employs 4,500 people.
Global’s president and chief operating offer will continue with the company, reporting to Jim Firestone, president of Xerox North America.
Global carries products from Ricoh, Konica Minolta and Sharp, but does not currently carry Xerox. After the acquisition closed in May, Global will operate as a subsidiary of Xerox and will gradually add Xerox’ lines as well.
Lots of interesting Microsoft Vista news coming out today. The first article I came across talks about the problems with virtualizing Vista. Apparently, it isn’t going to be that easy. The article goes on to claim that Vista Enterprise Centralized Desktop (VECD) will be a costly endeavor. In addition to the additional fees that SMBs will have to pay, there are “technical limitations and massive IT resources” that will be required. The company seems to think that it will end up being nothing more than a niche solution. Apparently, Microsoft hasn’t been keeping up on the virtualization buzz that the channel has been seeing. Granted, VECD only seems to apply to desktop workstations, but server virtualization has been gaining enough steam that there will be a legitimate need for it in the future.
In security news, it looks as if the government will be upgrading to Vista by February 1st 2008. The goal of the upgrade being to standardize government workstations and provide a uniform level of security for the body that runs the country. Channel professionals specializing in Vista should be licking their chops in anticipation of the fat government training and support contracts that will soon be featured at a pork barrel near you.
Finally, are you or your client anti-disk storage? Been waiting for a technology to mature a little bit and gain some traction? In February Big Blue launched what it claims to be the first “tape library with enterprise-class encryption for SMBs and remote corporate offices.” Instead of dealing with pesky, quick data retrieval, SMBs can still rely on tape backup to keep their important data stored. Not bad for a channel partner who wouldn’t mind selling that hardware, creating a service plan and storing the data.
Just a thought.
Spam poses as Internet Explorer 7 download Beware of emails from “email@example.com.” It may look like an invitation to download Internet Explorer 7, but it’s really a trick to infect machines with malware. [SearchSecurity.com]
California’s $1.4bn IT boondoggle More dollars than sense. [TheReg]
Symantec Backup Exec gets Vista-tized Fresh release Exchanged and x64ed too. [TheReg]
Cisco develops smart network bot Network connection drops and these little guys pick it right back up again. [DailyTech]
In a recent interview about Business Process Management Solution (BPMS) channel opportunities, industry expert AndreTruong said that BPMS hasn’t hit the mainstream yet but presents fruitful future possibilities.
According to the report, Forrester defines digital business architecture: as “an IT architecture centered on business metadata on which IT solutions act in a unified and consistent way to deliver rapid business change.” The report then lays out two core requirements for the technology supporting digital business architecture:
- Business policies must be constructed in such a metadata friendly way, which will make it easy for it to be electronically stored, accessed and manipulated.
- The metadata must work consistently across heterogeneous environments.
The report touts BPMS solutions as creating a “major paradigm shift” by capturing business models “…inside the BPMS solution in an executable format, providing direct alignment between business design, technology implementation and business measurements.” Furthermore, BPMS’s graphical process model makes it easy to change processes.
The following bullet points are a boiled down version of Forrester’s findings:
BPMS allows standards-based, model-driven, design, development and execution:
- Captures business process flows
- Supports model-driven development
- Enables process orchestration
- Stores service definition
- Provides SOA infrastructure
BPMS features add value:
- Captures business metadata beyond process models
- Stores business metadata
- Provides real-time user visibility into business process
BPMS features support digital business architecture including:
- Integrated analytics and inside business intelligence
- Complex event processing (CEP)
BPMS puts the business in digital business architecture:
- Increased business collaboration in process modeling
- Enhanced communication between business units and BTs.
- Alignment of business process role-models
- Allows flexible adjustment of business rules
- Improved focus on business process ownership
Are you a BPMS consultant, or are you interested in becoming one? Are you a business-owner with BPMS experiences? If so, we would love to hear from you.