Sourcefire expansion an ‘imperative’

Security vendor Sourcefire has revealed its two key objectives for the coming year are to grow its business outside of the US, and move towards a 100 percent channel sales model, globally.

New VP of worldwide channel sales for Sourcefire, Chris Peterson says it is a “company imperative” to expand in EMEA, and that the firm aims to replicate the region’s indirect model over in the US, where Sourcefire currently does about 30 percent of its business direct.

Meanwhile, Peterson says the vendor has no plans for a large reseller recruitment effort in the UK, but will be concentrating on “channel enablement and margin preservation for existing partners” via training, certification and deal registration.
“The company wants to increase its business outside of US, and is making a large investment in its channel programme in EMEA and additional headcount,” Peterson told Channel Pro.

Sourcefire is set to announce a new tiered partner programme in the coming months, which will include more margins for partners offering services. Peterson says the firm aims to consolidate various aspects of its worldwide channel programmes. “We want to put our channel programme under one global umbrella. We did great in some geographies, and not in others. We are putting all the good things we are doing around the world under one global umbrella,” says Peterson, who promises there will be “some big changes in the programme” coming soon.