Websense targets SMBs

Security vendors goes looking for new SMB resellers to push its latest Web security software suite

Websense is on the hunt for a fresh batch of resellers following the release of its SMB content filtering and Internet security software suite.

Country manager, Joel Camissar, said Websense Express represented the first time it had made SMB-specific software.

"Previously, it was a one-size-fits-all solution and that's just not enough," he said. "This will properly service the needs of a small to medium-sized business."

Websense Express works in conjunction with existing antivirus and firewalls as an additional line of security against Web-based threats including identity and data theft. The software vendor is promoting it as useful in businesses between 10-500 employees.

Because the vendor had previously concentrated on enterprise solutions, many of its resellers were unsuited to selling into SMBs and a hunt for additional partners would begin, Camissar said.

"Through [our distributor] itX we're looking to appoint 50 additional resellers nationally," he said. "They will fall into our silver and gold partner categories. Platinum is still reserved for our larger enterprise resellers."

While a 50-user license of Websense Express is only $1250, Cammisar said the software represented strong recurring annual revenue streams for resellers.

"Resellers can go back year after year and make a margin on the full price," he said.

Registered resellers who also bring new businesses to the table will get another 5 per cent margin to their cut.

Camissar said it would provide resellers with online training and marketing materials through its partner portal.

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