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Independent SonicWall pledges greater channel support

As it becomes an independent company the security specialist has outlined changes to improve its channel programmes

The channel can expect more support, greater focus and a commitment to existing deal registration programmes from an independent SonicWall.

The security player starts a fresh chapter in its 25 year history today after it breaks free from Dell and becomes an independent company.

The decision by private equity player Francisco Partners and Elliott Management to set SonicWall up as an independent outfit comes as they conclude the deal to buy Dell's software business, which was first announced back in June.

The consequences of the move for the channel should be positive with the vendor looking to work more closely with distributors Exertis, Azlan and Infinigate to serve more partners.

SonicWall is also announcing a fresh CEO with Bill Conner, who has been at Entrust and Nortel Networks among others, and a new partner programme.

Partners will be given until 1 February to make the transition from the current partner programmes, which are based on the Dell approach, to the SonicWall SecureFirst scheme.

Florian Malecki, international product marketing director at Sonicwall, said that the new CEO understood the channel and as a firm it wanted to do even more to support partners.

"We want to incentivise those that go the extra mile. We want to reward them," he said.

"One of the big focus areas is SMB, which is a very channel driven business," he added.

One of the main plus points that the vendor is highlighting is the increased agility it will gain from being an independent outfit.

"We are in the midst of a cybersecurity arms race,” said Conner. “As a standalone SonicWall brand, we can act even more deftly and quickly to serve channel partners and customers by offering products and services second to none.”

There will continue to be a relationship with Dell EMC with the vendor continuing a reseller relationship with SonicWall, which should also lead to incremental sales for the security player.

The emergence of SonicWall as an independent company comes at a moment when security spending is on the rise according to IDC.

The analyst house has just issued its first Worldwide Semiannual Security Spending Guide, which forecasts strong growth in hardware, software and services, with the Western European market growing from $19.5bn this year to $26.4bn in 2020, generating a compound annual growth rate of 8% over the five-year forecast period.

"There are three mega-drivers of security spending in Western Europe," said Duncan Brown, head of European Security at IDC.

"A dynamic threat landscape, new technology adoption required by digital transformation, and regulatory upheaval led by GDPR combine to drive the market strongly through to 2020," he added.

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