ashumskiy - Fotolia
Threat management specialist Vectra Networks has deemed that the time is right to formalise its channel relationships and has rolled out a global programme
The four-year old firm, which has been in the UK for around a year, has already built up relationships with security resellers and those looking to deliver automated threat management as part of a managed service, but is now looking to increase the support it can provide those that choose to sell its technology.
The programme follows the standard three levels, with authorised, premier and elite, and is supported by a portal that can deliver sales advice and training. Vectra is also making it easier for partners to get hold of marketing funds to support campaigns and events.
Matt Walmsley, EMEA director at Vectra Networks, said that from the very start the firm's founders had taken the view that the channel was the right route to market and had been building up its indirect operation.
Last year the firm appointed Cloud Distribution to provide support to resellers and it will continue to play a key role in delivering assistance to existing and freshly recruited partners.
Walmsley said that its partners had been asking for training and how they could get help with joint marketing programmes and that had partly led to the formation of the programme.
"From a vendor point of view we want to enable the scale and we are bringing the existing partners into this programme and we will be adding some more, but this is not an operation in volume," he said.
"We have more skin in the game and a lot of small vendors can be quite opportunistic in their channel relationships but we have always seen the channel as the way to go," he added.
The expectation is that as awareness of the global programme increases more partners will opt to sign up with the vendor.
"The profile of partners we are working with are related to our security and networking with skills helping customers tackle the cyber security skills gap," he added.
That security skills gap is currently a hot topic and firms like Vectra are trying to ease the pressure by providing tools that give customers with limited in-house skills with the chance to plug the gaps.
"There is a cyber security skills gap and things get into the network and customers can't have enough security operators to help," added Walmsley.
There are also some skill gaps in the VARs as they struggle to get hold of staff is also a challenge and the Walmsley said that problems there could also be addressed by its technology.