New opportunities for the security channel

iomart is an integrated Internet and Telecommunications provider that reportedly is one of UKs leading internet and security service providers. The company has a clear vision: to be the leading provider of internet security and hosting products in its chosen markets. Its customers range from small SOHOs to large multinational global corporations. According to the company, regardless of size and service provided, its customers are at the heart of everything it does, ensuring that iomart delivers on its promise of being easy to do business with.

IT Reseller had the opportunity to ask Jim Mooney, iomarts sales director about its market strategy and what opportunities it offers to existing and potential channel partners

Q: What is iomarts route to market?

A: iomart is entering a new and exciting phase with NetIntelligence, which will see the launch of a channel sales programme and the transition from the current direct sales model to an indirect partner programme.

This indirect model will involve distribution, resellers, system integrators, ISPs and OEM deals.

Joe McPhillips has joined the NetIntelligence team as channel manager and has stated that wherever possible, NetIntelligence sales will now be booked through a channel partner.

Q: Why do you think partners and customers choose iomart? And, why should new partners choose to work with iomart?

A: Currently, there are a number of commoditised products in the security market that provide point solutions in the areas of anti-virus, email filtering, web blocking, etc.

The challenge for resellers in this scenario is differentiation and, ultimately, margin erosion.

The challenge for end users is in deploying and supporting a number of point solutions that are, by design, not integrated, thus delivering a high total cost of ownership (TCO).

NetIntelligence is an integrated end-point security suite, offering solutions in the areas of email filtering, web blocking, unified threat management, anti-virus and zero day threat.

Clients can choose whether to deploy NetIntelligence as an ASP model hosted by us, or to implement the software on their own infrastructure.

These deployment options enable NetIntelligence to be purchased either as a capital or revenue expenditure, depending on the financial drivers of the individual client.

The integrated approach from NetIntelligence combined with the deployment and payment options, will enable our partners to differentiate themselves from their competitors by delivering a compelling value proposition to their clients, and ultimately maintain their margin levels.

Q: How do you support your channel?

A: We will provide both sales and technical support to our channel partners, including:

        full partner programme, including accreditation

        in-house lead generation for partners

        dedicated account management

        direct promotion/marketing of NetIntelligence to stimulate demand and opportunities for partners

        joint marketing activities with partners

Q: What benefits and incentives do you offer to your existing partners/new partners?

A: We have just launched a Q3 incentive with Unisys across AEME, targeting organisations in United Arab Emirates, Greece, Croatia, Slovenia, etc. This sales incentive offers successful partners a taste of Scotland, resulting in an all expenses paid, five-star trip to Scotland for those partners that achieve target.

In addition to the incentive for the individual partner sales staff, we are also working with Unisys to provide additional margin to the partner on all deals throughout the incentive period.

We will be looking to launch a similar incentive for our partners across the UK.

Q: At what times of the year do you recruit new partners?

A: We have just started the recruitment process, and interested resellers/partners should contact our Channel Manager, Joe McPhillips on +44 (0) 7717 860224 or visit our web site at www.netintelligence.com/partners

Q: Do you want new partners now?

A: Absolutely!

Security facts and figures (courtesy of iomart/NetIntelligence):

 

• 12.4 billion spam e-mails sent daily
• 2.5 billion pornographic emails sent daily
• One in 12 emails is virus infected
• 15 to 20 per cent of all enterprise email is spam
• Spam-loaded Instant Messages (SPIM) will jump from 400 million in 2003 to 1.2 billion in 2004
• PC Viruses are estimated to cost Businesses $55 Billion annually
• Across all products Microsoft are issuing an average of 1 security patch per week
• 20 per cent of Men admit to accessing pornography at work
• Monthly pornographic downloads (peer-to-peer) 1.5 billion (35 per cent of all downloads)
• IDC Research suggests 30 to 40 per cent of employee internet activity is non business-related
• The NetIntelligence Content Database is updated with 300,000 new files weekly

Order product brochures from NetIntelligence

What is NetIntelligence Overview NetIntelligence is the market leading End Point Security Software. NetIntelligence fundamentally turns the perimeter security based approach on its head by securing an organisation at its End Points. By combining traditional security features such as web blocking/filtering, anti virus and intrusion detection with effective reporting in single host based client, NetIntelligence provides an integrated solution for identifying and prventing malicious behaviour in real time. End Point Protection - a comprehensive solution - white paper

It is now recognised that traditional perimeter defences can easily be breached, partcularly with the rise of more complex attacks such as 'Zero Day' threats. The answer is to move the defences to the actual End Point, be it a desktop, server or pda. This paper details the Client based End Point Security solution that NetIntelligence provides.