Mapping of channel partners
EDITOR ’ S QUESTION
John Bjorksten is Director Channel Sales EMEA at Forcepoint
certifications and proactive approach towards customers , the more margins . We are changing the channel landscape from being reactive and fulfilment to proactive . That is what we are rewarding as well , with everything from more discounts and more margins ,” says Bjorksten .
Another vendor incentive for channel partners is to go to market with the complete Forcepoint product portfolio . “ At the same time we believe that selling the portfolio
SNAPSHOT is the way we can actually give the market something that nobody else can give .”
For Bjorksten , the channel is the extended workforce of Forcepoint . In order to articulate the values of the vendor , channel partners need to be as well trained as possible . Tierone partners or distributors are expected to manage the channel enablement , act as authorised training centres , provide proof of concept support , provide equipment for demonstrations , execute demand generation , facilitate meeting place , manage shipping and billing procedures . Tier two channel partners , when they resell , also need to complete the implementation , training , and support for the end customer . “ We do not have any of our own guys going out for implementation .”
From a channel offering point of view , the foundation of the Forcepoint partner programme is based on three pillars that the vendor always works with it . These are transparency , predictability , and profitability , for channel partners . “ We want to make sure whatever strategy we lay out that we actually fulfil the strategy , and when we make promises we keep the promises ,” explains Bjorksten .
The Forcepoint partner programme has four levels for reseller partner segmentation and these include Associate , Silver , Gold ,
Forcepoint , previously known as Websense and Raytheon-Websense , is owned by US defense contractor Raytheon , in a joint venture with private equity firm Vista Equity Partners .
Forcepoint was founded in 1994 and went public in the year 2000 . In May 2013 , Forcepoint was acquired by Vista Equity Partners and taken private for a total purchase price of $ 906 million . In April 2015 , defense contractor Raytheon and Vista Equity Partners entered an agreement to form a new cybersecurity company , combining Raytheon Cyber Products with Websense .
In January 2016 , it was announced that Raytheon Websense was renamed Forcepoint . Also in January 2016 , Forcepoint acquired Stonesoft , McAfee Next Generation Firewall and Sidewinder , McAfee Firewall Enterprise from Intel Security . These newly acquired businesses expanded the cloud and hybrid capabilities of Forcepoint ’ s TRITON security platform .
Forcepoint today is the combination of Raytheon Cyber Products , Websense , and Stonesoft .
Mapping of channel partners
Channel partners are mapped into transactional , tactical , strategic , system integrators , based on the following parametres :
• Type of solution competency with Forcepoint
• Type of solution competency with other vendors
• Extent of services associated with solution
• Extent of overall Forcepoint product portfolio offered
• Extent of fulfillment
• Investment in training
• Dedicated resources available
• Competency for implementation
• Geographic positioning
Platinum . According to Bjorksten , “ Deal registration is a key differentiator of this partner programme .” Reseller channel partners fall into these levels based on their investment in trainings and certifications and the size of business with the vendor . Other metrics used to qualify channel partners include levels of partnership , competence , loyalty , proactivity .
Another recent partner programme category for reseller channel partners is Managed Service Providers . The Stonesoft acquisition from Intel Security transferred their managed service provider partner programme into Forcepoint , including channel partners and customers within this programme . In this programme , channel partners sell the Forcepoint solution , either vendor branded or white labelled , investing in the hardware and software .
“ We are about to launch the managed service provider programme for our next generation firewall offering . We are going to of course evaluate where we are with that ,” adds Bjorksten . “ It is just another way for us to reach the market .”
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