Security Vendor Wedge Networks Seeks Channel Expansion
Wedge Networks, a Calgary, Canada-based content security and compliance solutions vendor, has begun to play at the deeper end of the pool, landing a deal with distributor Ingram Micro (NYSE: IM), its first in the United States, for its WedgeOS Deep Content inspection software, data loss prevention (DLP) software and unified threat management (UTM) appliances.
Now the security vendor has kicked off a new, tiered channel program targeting VMware (NYSE: VMW) partners to sell its wares, specifically for solution providers selling into the enterprise, government agencies and service providers. The vendor is backing the initiative with a free, 45-day trial called “Instant-On Program,” supplying resellers and end customers with access to its security suite, including DLP, anti-virus, spam, malware and content filtering.
When run as a WedgeOS VMware virtual appliance, the solution provides either a perimeter security gateway or security from the cloud as a Wedge StarGate Server. The vendor’s position is that installing VMware and loading the WedgeOS platform and desired security components onto an open server sets up end customers to reduce IT spending by consolidating servers while benefitting from enhanced enterprise-class security.
Those channel partners Wedge gleans from the Ingram relationship also will be able to tap into the Instant-On Program offer, and to help facilitate it the vendor has hired Technology Associates Marketing to work with the distributor to reach suitable VARs. The WedgeOS relationship is being managed by Ingram’s Advanced Technology Division and Security Business Unit.
From Wedge’s perspective, offering resellers the ability to provide customers with instant access to its full security suite helps to alleviate some challenges partners face when selling firewalls, UTM or other hardware appliances through an eval process. Not only can resellers and end customers try out the product through the Instant-On offer but they can use it to identify existing vulnerabilities in their IT environment, the company said.
“The channel is the foundation of our business model,” said Barry George, Wedge’s Global Sales vice president. “By supporting our partners’ goals of customer retention, strong profit margins and new business, our program is designed to open the door to new revenue opportunities for our partners.” George, who joined Wedge in mid-September, is a former D-Link Systems executive vice president.
Wedge’s channel program is structured by three tiers — Silver, Gold and Platinum — with varying levels of associated support. As with most channel programs, enhanced marketing benefits, tools, support, discounts and deal registration are offered at higher levels of participation.