Perimeter Internetworking announced at the CompTIA Breakaway conference its Instant MSSP Channel Partner program, which is designed to help VARs, resellers, agents and other channel partners become managed security services providers instantly.
The program formalizes Perimeters approach to enabling VARs with an outsourced turnkey managed network security offer that can produce recurring revenue. More than 21 partners have signed on to the program since its soft launch earlier this year, the company says.
It provides [VARs] the ability to focus on marketing instead of building an MSP practice internally, says Mariano Dy-Liacco, senior vice president of corporate sales for Perimeter. Most VARs, he says, dont have the capital or time to develop an MSP program and they need to market security services today.
The Instant MSSP program offers VARs a co-branded or private-labeled solution that includes a managed appliance on the customer premises or a hosted security in the cloud solution.
The hosted product includes approximately 50 security services, says Dy-Liacco, and partners can combine them in whatever way best suits their customers. Further, he says Perimeters expertise in meeting regulatory requirements, such as those imposed by Sarbanes Oxley, HIPAA, Gramm-Leach Bliley, also is accessible to Instant MSSP partners and their customers in the financial, health care and other vertical markets.
Retail rates for Perimeters services range from $150 to $1,000 per month, with margins coming in at a minimum of 30 percent, Dy-Liacco says.
Perimeter supports partners with sales training and marketing assistance that can include telesales, direct mail, Webinars, seminars and trade shows. Partners must brand and rebill for the services.
Dy-Liacco says Perimeter is not looking to recruit every agent and expects to sign from eight to 10 each quarter. He says partners entering the program undergo a performance evaluation to determine the opportunity presented by their installed base and what resources will be required and budgeted to address it. The plan is reviewed monthly and adjusted during the initial contract phase, and quarterly thereafter.
Companies that are not interested in that level of commitment also can join Perimeters referral program. Spiffs run around 10 percent, Dy-Liacco says.
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