Promisec Sets Sights on U.S. Channel Partners

By Kelly Teal Comments
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Promisec Ltd, a developer of security software that identifies intrusions such as spyware on desktops and other endpoints, this week took the wraps off its U.S. channel program.

Prompted by the experience of Ari Tammam, vice president of channels, the two-and-a-half-year-old company decided recently to open its sales pipelines to VARs and integrators in America. Promisec is based in Israel and runs offices, and works with partners, throughout the world. The official U.S. program unveiling took place Tuesday.

Target end users include hospitals, banks and insurance companies, Tammam said. In reality, he noted, nearly everyone could qualify as a customer for this type of service.

“If you’re in a bank, for example,” he said, “and someone turns up their wireless connection – even with an onboard Centrino device – it means that they’re breaking down the barriers that the bank has between the private network and the public network, and being able to transfer information freely between them.”

Promisec’s Spectator for Enterprises and Spectator Professional offers network protection against outside dangers and guards against threats introduced – whether inadvertently or intentionally – by internal users, according to the company. Spectator installs on an administrator’s desktop or on a server in an operations center, not at the gateway, and gives the administrator rights to every device on the network. This makes for a clientless platform, which Tammam touted as a key differentiator from other security-as-a-software systems. The clientless aspect means Spectator does more than address threats to applications or devices – it provides users a complete view of endpoint activity, including processes, services and start-up commands.

Spectator works on devices running on Windows, from 98, NT and up. It is not compatible with smartphones, or UNIX and Linux systems.

Promisec will give new channel partners some killer deals on Spectator, “to see how easy it is to sell Promisec,” Tammam said. The company has five partners now and is looking to sign up to 15 total by the end of 2007. Notably, it is steering clear of large agencies and distributors; in the United States, as opposed to EMEA channels, “you don’t get much value-add with [distributors], whereas in European countries you get a lot of value-add – you get a lot of marketing assistance to the resellers,” Tammam said. To that end, Promisec wants to contract with individual channel partners. The company also wants to be cautious about expanding too quickly – executives want to be sure they can support the growth their partners bring them.

There are three tiers – gold, silver and bronze – that correlate directly with a partner’s time and volume commitment, and also with the amount of focus a partner gives to security offerings. Margins range anywhere from 25 percent to 38 percent, Tammam said. Promisec’s partner support includes lead distribution, an intranet, co-op marketing funds, case studies and other marketing collateral and co-branding options.

Promisec Ltd. www.promisec.com

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