Sourcefire offers points for progress

Security solutions provider Sourcefire has debuted an upgraded partner program based on the ‘frequent flyer’ model, allowing partners to accumulate points and purchase goods in an online marketplace.

Sourcefire's Channel Incentive Program went live in Australia and New Zealand as part of a local recruitment drive focussed on expanding business and taking on “specialised” services and technology resellers, including those servicing industries for critical infrastructure.

The incentive program encourages partners to set up meetings, drive evaluation of Sourcefire’s cybersecurity intelligence technologies, and close business via the points-based reward system offering branded goods from names such as Apple, Calloway, Bose, Tumi and Sony. The graduated point system is underpinned by a registration component where partners receive preferential prices upon registering a sales opportunity.

Sourcefire’s senior vice president of global sales John Negron said the program enforced a ‘team’ mentality between vendor and partner. 

“A typical partner, depending on their level of knowledge, will set up the appointment and we go with them as a solution partner and that’s the driver,” he said. “As they bring us into new opportunities that we’re not currently in, we incent the channel partner via the program.”

Sourcefire’s Global Security Alliance program was rolled out globally two years ago as part of a reinvigorated “100 percent channel driven” strategy. It encompasses advice on certification, training, discounts and distribution.

The Channel Incentive Program was borne of negative feedback about the company’s less formal incentive program, which relied heavily on gift certificates. 

“With many companies a reward like an American Express Gift Card isn’t appropriate, so the [Sourcefire partner] marketplace has goods that are looked on more favourably,” Negron said. “It’s a marketplace that has a tonne of different options, so it’s very broad.”

Sourcefire works with over 12 partners across Australia and New Zealand including Dimension Data, IPSec, BridgePoint and FrontLine.