How to Evaluate Security Software Partner Programs
Sponsored Video: Sophos Channel Chief Chris Doggett returns for his latest FastChat video conversation. This month’s discussion focuses on security software partner programs. Doggett explains how VARs and solutions providers can look beyond marketing hype to measure the success (and profitability) of various security software partner engagements. Here are the details.
Overall, the conversation covers the following four topics:
- Why security-centric solutions providers need to focus on net profit margins rather than gross product margins.
- How to look beyond partner marketing hype to determine a security software provider’s true channel strategy, and its implications for partners.
- Why partners need to focus on ease of use, ease of management and ease of sale to end-customers.
- Measure and/or research renewal rates to determine which partner programs generate the most loyal end-customers.
In the FastChat videos below, Doggett takes a few shots at rival security software companies that have been known to sell direct from time to time. And Doggett is quick to promote some of the key features of the Sophos partner program, which promotes data loss prevention (DLP), endpoint security and other solutions to partners.
Still, his tips — particularly those involving customer renewal rates — apply to all VARs focused on security solutions. Here’s the conversation…
Part I: Measuring Net Profitability vs. Gross Profitability
Part II: Beyond Hype: How to Evaluate Security Partner Programs
Part III: Measure Customer Satisfaction to Drive Product Selection
Part IV: Renewal Rates – The Hidden Key to Security Software Success
Sophos FastChat Videos are sponsored monthly by Sophos. Check back in late March 2010 for our next conversation with Doggett.