Selling cyber security

CyberGuard Corporation is a technology leader in network security, provides advanced Total Stream Protection solutions that protect the critical information assets of Global 2000 companies and governments worldwide. CyberGuard offers a broad line of scalable high performance firewall/VPN appliances, the Webwasher suite of enterprise-class Web and e-mail content security solutions, sophisticated security processors and accelerator products for the SSL and IPsec markets, and industry leading embedded Linux and Linux security solutions. Andrew Clarke Vice President and Managing Director EMEA for CyberGuard talks about the channel.

Q: What is Cyberguard route to market?

A: CyberGuard addresses the market in a variety of channel-centric ways.

Dependant on the maturity of the market, distribution is established. Partners (Select, Premier & Elite) have the choice to purchase from a distributor or direct from CyberGuard.

Elite partners are typically Systems Integrators with complex infrastructures that require a major investment of time and technical resource fulfilling the requirements for very large enterprises and government infrastructures.

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

A: As a result of the Trust relationship that becomes established through working together. Our ability to handle complex requirements and provide solutions to meet those distinguishes CyberGuard.

CyberGuard has invested heavily in credentialing for the product sets. In particular Common Criteria which is called for by government infrastructures is one aspect of the CyberGuard offering that stands out. CyberGuard has achieved Common Criteria EAL4+ and also maintains the certification so that it is valid for the very latest version of the product.

Recognition of the development that CyberGuard has placed in complementary technologies such as Global Command Centre (GCC) that enable all our information security products to be centrally managed from a single point is also a key factor.

Partners ultimately chose CyberGuard because we are delivering information security solutions that their customers want to buy.

Q: How do you support your channel?

A: We help with joint marketing activities such as educational seminars, white-papers, collateral, events, leads

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

A: We provide co-operative marketing; guidance; pre-sales support for opportunities

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

A: At any time - potential partners become known to us throughout the year - sometimes as a result of end-user projects that have demanded CyberGuard technology

Q: Do you want new partners now?

A: CyberGuard employs Channel Sales managers throughout the EMEA region as well as globally. These individuals are tasked with identifying and establishing new partner relationships that enable to maintain its aggressive revenue growth in the Information Security Market.

CyberGuard has also strategically acquired new technologies that as well as broadening our coverage in the Information Security space have provided many opportunities for increasing and broadening the company's geographic coverage.

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