Recap: Websense Partner Conference
Change was in the air at last week’s Websense Partner Conference 2010. Here’s a quick recap of the event — which kicked off only a few days after Websense reorganized its channel partner executive team.
Days before the conference, Websense channel veterans David Roberts and Geoff Haggart stepped down. The official explanation: Websense is reorganizing around a global effort — led by Matt Hynes, Websense’s new worldwide channel chief. Hynes previously was VP of worldwide channel sales at ArcSight and he also held senior channel positions at Sun and McAfee.
The changes don’t end there. Websense has overhauled their partner program, striving to offer a simplified margin structure that promises a flat 25% margin across all partner tiers, a two-tiered federal program, and greater margins for deal registration and renewal migration to select appliances.
Additional changes, according to a Websense spokeswoman, include:
- Websense is offering a Preferred Vendor Program, which gives their channel partners access to “demand generating tools” such as telemarketing, direct marketing and appointment setting campaigns, as well as as a tool for building branded custom landing pages and microsites.
- A revamped ChannelConnect Partner Portal that integrates with Salesforce.com and gives Websense partners further access to branding and marketing tools.
- A new “Campaigns in a Box” and 2010 “Outside is the New Inside” Ad Campaign, aimed at helping partners generate more business.
Ups and Downs
On the financial front, Websense seems to be performing well. On January 6, Websense announced Q4 bookings that were ahead of Wall Street’s expectations.
But shaking up the channel team only days before a partner conference seemed somewhat strange… And destinations like ChannelWeb have tracked the ups and downs of Websense’s partner program.
We’ll be watching Hynes’ progress as Websense attempts to rally around its global channel efforts.
Additional reporting by Joe Panettieri.