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Dell rolls out security channel programme enhancements

Dell has used its PEAK conference as a chance to tell security partners how it is aiming to make life easier and more profitable

Dell has rolled out enhancements to its channel security programme designed to encourage partners to sell more across its portfolio and increase their sales.

The vendor has been running its PEAK event in Malta this week with 250 odd partners flying in to hear about the firm's security strategy and the improvements to the programme.

Those enhancements include more rewards for identifying and selling security products and improvements to deal registration, that include up to 40% discounts and a lower $5,000 threshold to encourage those selling into the SME arena.

There is also the promise of further discounts to those resellers that gain specific technical capabilities. To encourage more to get trained up a fresh sales accreditation programme is being made available from next month aiming to build on the 30% increase in certified network security partners in the last year.

The PEAK event was also a chance for some of the recently appointed executives at Dell to talk to partners about the strategy including Steve Pataky, vice president of worldwide security, Stephanie Mims, executive director, worldwide security support and services and Sarah Trunk, who is the new EMEA sales director for Dell SonicWALL.

“Our mission at Dell is to help our partners succeed and the Security EMEA PEAK16 event is a core part of our security strategy," said Curtis Hutcheson, vice president and general manager, Dell Security.

On the product front the main focus was on the Secure Mobile Access (SMA) 100 Series, which is designed to provide remote workers in SMEs with a secure way of accessing the corporate network. The product works with a range of hardware options, including smartphones and tablets.

"With solutions such as the Dell SonicWALL SMA 100 series 8.5 OS we’re ensuring partners can give their customers the tools they need to fend off today’s shapeshifting threats. At Peak this year we’ll be able to further equip our partners with the tools and capabilities they need to succeed," added Hutcheson.

The focus on SME security comes at a time when that sector is struggling to cope with cyber crime, with Barclaycard reporting only last week that just shy of half of small businesses had been the victims of an attack in the last year.

More than half of the SMEs the financial expert quizzed were worried about the prospect of being hit by cyber attacks in the future.

“Businesses of all sizes face a constant and growing threat from cybercrime. As our research shows, many small businesses are failing take the necessary precautions, either because they don’t know how to protect themselves or, more worryingly, because they don’t think they need to," said Paul Clarke, product director at Barclaycard.

Read more on Remote Access Security

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