Websense combines SurfControl channel program into Websense ChannelConnect

Mark Spencer, ANZ channel manager, Websense told CRN that ChannelConnect Global Partner Program was been created to make it easier for partners to engage with the vendor to sell, position and recommend its products.

“Websense has given its partners the flexibility to choose how they would like to participate in the ChannelConnect program. The requirements are simplified and consolidated into a single framework that scales to both enterprise and SMB resellers,” he said.

To develop the global partner program, Websense worked with SurfControl channel partners, as well as its own partners. Through one-on-one meetings, partner conferences and surveys of both partner communities, Websense garnered feedback which helped shape the new program.

“Websense Partner Advisory Council members were also vocal contributors, offering valuable feedback on program offerings and key 2008 initiatives. Websense will continue to leverage its relationship with ChannelConnect partners to ensure future enhancements bolster partner value,” said Spencer.

Highlights of the new channel program include a flexible framework that addresses the diverse and growing needs of the Websense partner community; an online portal to make it easier for partners to access a variety of valuable resources, training and marketing support materials; and new product bundles designed to help channel partners build recurring revenue streams.

Currently, Websense has upwards of 2000 resellers and approximately 100 have actively engaged in its partner programs to date.

“We would like to see every technology partner in Australia signed to our ChannelConnect Partner Program as we believe we can add excellent technologies and profitability to their security portfolios. We will not be limiting our partners from joining our program. There will be tiers within the program to support the partners’ specific business needs,” Spencer said.

Recently the vendor has signed a couple of new partners but are unable to discuss these partners without their pre-approvals for confidentiality reasons, he said.