Security resellers warned ‘don’t get left behind’

At the recent ‘Securing Virtualisation’ roundtable, hosted by cybersecurity vendor Sourcefire (FIRE) to coincide with the release of its 3D System 4.9 intrusion prevention system (IPS), channel partners and analysts discussed the opportunities available to both traditional security resellers and virtualisation specialists.

Graham Welch, managing director of Sourcefire says the majority of the firm’s partners in EMEA are traditional network and security resellers, who are excited about the opportunity to go to existing customers and sell additional security services. “It [also] opens up new partnerships for people who are more focused on the VMware sales and datacentre sales where they can include security where previously they could not,” he adds.

Welch referred to the adage, ‘where’s there is mystery, there is margin’, adding: “Around the virtual space there is mystery so this is where skills, services and expertise can be sold; helping organisations allay their fears and give better visibility of their environment.

“The channel is interested in ability make margin, ability to serve their customers and to provide services.”

However, the issue of education among the channel is crucial, to avoid resellers “jumping on the bandwagon” without the necessary skills or experience, just to save face with clients.

“Our biggest drive, and a plan we are putting in place, is that we are focusing on skills transfer to our partners,” says Welch. “We have a plethora of partners from large companies who are global, through to smaller companies and we find the real skills in the niche players because they are looking to differentiate themselves.”

Meanwhile, Stuart Brameld, technical manager at Sourcefire partner Nebulas believes pure security resellers will have no choice but to move into selling solutions for the virtual environment: “Nebulas Solutions works with best of breed security vendors, for example Checkpoint is developing its VB product, Ironport is looking a virtualised appliance too and F5 is doing integration virtual machines. I would say about 75 percent of vendors have done something with virtualisation so you can’t afford not to be aware of that technology even if you want to stick with the security piece, it doesn’t work anymore.”