Gigamon today announced the launch of its Professional Service Partner Programme, giving VARs the opportunity to expand their service offerings.
The security and network visibility specialist said that, for VARs already focusing on security, the programme offers a clear path to establishing a professional services practice, through what it calls a ‘collaborative vendor-assisted model’.
“[Professional service] partners will start with a self-assessment,” Barbara Spicek, vice president of Channel Sales explained to MicroScope. “Based on the assessment, we then offer very focused, guided and assisted training modules for them. The training modules can be partner or ecosystem specific, or they can focus on the Gigamon platform.”
Gigamon says that it will also provide partners with a range of supporting benefits, including demo labs and learning centre access. Gigamon will even offer to shadow a partner’s first few professional service engagements in order to help get the practice off to a good start.
The programme will appeal to security-focused partners looking to shift away from tight hardware margins, towards the promise-land of recurring, project-based revenue streams.
Underwriting the new channel programme, is what Gigamon refers to as a Security Delivery Platform. Launched last year, GigaSECURE provides pervasive visibility of network traffic, users, applications and suspicious activity.
“Increasing network design complexity and technology vendor proliferation is further compounding the challenges facing global businesses,” the firm said in a statement. “As the first company to offer a comprehensive Security Delivery Platform, Gigamon and its Professional Service Partner Programme provide a unique opportunity for VARs, distributors, and solution providers to close this gap and evolve their service profiles to address changing design, integration.”
Gigamon currently has around 400 VARs in its existing programme. Around 80 of those are in the EMEA region, and 15 are in the UK & Ireland. Spicek says that initially, she expects around 10% of existing partners to come on board.
She also expects the professional service programme to attract new partners and says that the company is making substantial investments in the EMEA region this year.
“We want to continue to arrive very focused partnerships. It's what I call a Return on Partnership model,” Spicek explained.
Gigamon seems happy to do as much ‘hand-holding’ as is necessary to help its selected partners transition to a professional service-led business model.
“The more professional services partners can provide, the higher the customer stickiness, the more value they can bring to the customer and most importantly, the more their profitability model improves,” Spicek concluded.