ForeScout Enhances Worldwide Partner Program for Security VARs
ForeScout Technologies Inc., which specializes in network access control (NAC) and security solutions, has launched the ForeScout Access Partner Program for authorized reseller channel partners. Yes, ForeScout already had a partner program in place. But the revamped partner program offers some new incentives for VARs, government resellers and security service providers that promote ForeScout’s CounterACT solution.
Even before the new Access Partner Program launched, ForeScout’s momentum was building, according to Brant Kennedy, ForeScout’s VP of worldwide sales. “We’ve had good success,” he said. “We grew 40% last year. We’re at a 52% growth pace for 2011.”
Much of ForeScout’s momentum involves the government vertical, where ForeScout has a plethora of military-standard certifications. A whopping 93% of that booming business is channel driven, according to Kennedy. “We’ve done so well in federal that [the] DoD uses us. That helps a lot,” said Kennedy, adding that the US Army and Air Force also use ForeScout. “[That helps us] have good relationships with VARs and more, since ForeScout [becomes] a counted-on revenue stream.”
The new Access Partner Program is an evolution of ForeScout’s previous partner program, Lead generation, coupled with tiered partner levels promising “attractive” margin opportunities, apparently are here to stay.
In addition, offerings like online deal registration and co-marketing tools are receiving facelifts and enhancements. There are also new consulting services, and a hands-on web portal to help VARs and partners actively search for potential leads.
Partners are also privy to a portal that provides customer protection information, enabling partners to see if organizations are meeting corporate compliance standards (are mobile devices securely connected?) and how ForeScout technology is holding up against threats (are all endpoints reporting green?).
“We’ve beefed up deal registrations, we’ve made it industry standard and more streamlined and more simple. Our intent is to enable partners to find business opportunities that [ForeScout] couldn’t find on our own,” Kennedy said.
Meanwhile, ForeScout has also evolved its product portfolio, expanding from an appliance-based solution to a software-only version that works in VMware environments. Next up, ForeScout plans to offer updated granular security controls inside CounterACT. And in 2012, watch for ForeScoute to increasingly focus on service provider solutions, eventually leading to a form of CounterACT in the cloud.
Bottom line: The VAR Guy asked Kennedy why partners should embrace ForeScout. His answer: The ForeScout win-ratio. “It’s extremely high,” he said. “We’re always in the finals and normally, we’re the winner.”