SonicWall enhances MSSP proposition

Security player continues to develop the support it can provide to the growing managed security services provider community

SonicWall has rolled out some enhancements to its managed security services programme as it provides those partners with financing that works with their business models, plus increased training and technical support.

The security vendor has built its offering for managed security service providers (MSSPs) on top of its SecureFirst partner programme, with a three-tiered scheme – MSSP Protect, MSSP Powered and MSSP Powered Plus – providing flexible pricing options, technical support and access to field sales specialists who understand the managed services model.

SonicWall indicated back in December that it was looking to crank up its support for managed service providers in recognition of the growing role they play in the market.

Speaking to MicroScope at the time, Terry Greer-King, vice-president of Europe, Middle East and Africa (EMEA) sales at SonicWall, said the company was working with its distributors, Tech Data, Ingram Micro and Infinigate, to reach as wide an MSSP audience as possible.

Greer-King also spoke of the growing opportunity with the managed services model, with 84% of customers planning to move to a shared model or fully MSSP model in the not-too-distant future.

The latest enhancements are designed to ensure flexibility in pricing for managed service players and the technical support that many need to keep on top of the emerging security threats that customers are facing.

“The explosion of exposure points has not only increased the attack surface area of organisations, it has also taxed IT departments that increasingly call on MSSPs to help mitigate the rapidly growing threat volume,” said Luca Taglioretti, vice-president, global MSSP & carrier sales at SonicWall.

“We are combining our 28 years of experience, data and technology with our partner-led culture to deliver the next round of enhancement to our MSSP programme. We want to give participating partners, both regionally and globally, a competitive edge.”

What’s on offer to MSSPs

  • Expanded annual and monthly pricing model licences.
  • Volume-based pricing based on assets under management.
  • Priority access to Premier Support tier 3 engineers.
  • Increased access to MDF, including accruals for Powered Plus partners.
  • Support from a new and expanding MSSP strategic account management team, globally.
  • Addition of secure mobile access (SMA) to MSSP portfolio.

There are certain restrictions on entry to the programme, with those joining the scheme expected to hit annual revenue requirements, have an operating NOC or SOC with helpdesk capabilities and meet some sales and technical staffing requirements.

Authorised MSSPs will need to be already part of the SecureFirst programme at the silver level or above.

HoJin Kim, SonicWall’s vice-president of global channel sales, said the company’s ambition was to provide a menu of benefits that would appeal to the MSSP looking to work with a vendor and expand its activities in the market.

“SonicWall is perfectly poised to help MSSPs looking to expand their managed security practice lead in the market and drive enhanced scalability and profits,” he said.

Read more on Channel Partner Programmes

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