Mobile // Mobile Applications
Commentary
3/22/2011
08:09 AM
Michele Warren
Michele Warren
Commentary
Connect Directly
RSS
E-Mail
50%
50%

SIEM Vendor Expands Footprint Via Channel

Security vendor TriGeo Network Security continues to build its partner base and push more sales through the channel. But company executives say the focus isn't so much on numbers; it's on forming strategic alliances with qualified solution providers.

Security vendor TriGeo Network Security continues to build its partner base and push more sales through the channel. But company executives say the focus isn't so much on numbers; it's on forming strategic alliances with qualified solution providers."Anybody can add a lot of partners and point out how significantly they've grown," says Geoff Rinehart, executive vice president of sales and business development at TriGeo, which delivers Security Information and Event Management (SIEM) solutions. "How many of them are expanding your footprint? Contributing to your mindshare? We engage only partners that will take their relationship with us seriously." In the past two quarters, the vendor has added seven solution providers to its channel roster.

With its network security appliance, TriGeo targets midmarket customers, offering a turnkey solution that Rinehart says enterprise players can't compete with. "The vendors delivering enterprise solutions are trying to break into the midmarket by 'dumbing down' their existing products," he says. "But that just doesn't work. Those products are designed as development platforms for managing an entire security infrastructure. They require a lot of set-up and extensive professional services. Our solution can be up and running very quickly, and we don't even have to visit the customer site. That's why our tagline is 'Live by Lunch.'"

Rinehart says the midmarket is a great place to be right now. "Four or five years ago, everybody was talking about the enterprise," he says. "Now it's all about the midmarket, which is still a relatively untapped area."

Many TriGeo customers are in financial services (think Sarbanes-Oxley), healthcare (HIPAA), or retail (PCI)--spaces where regulatory compliance is a driving force behind network security. Rinehart says TriGeo is seeing an upsurge in the legal and manufacturing verticals as well.

"We'll continue to focus on recruiting new partners and expanding our channel footprint," says Rinehart, adding that TriGeo does this primarily by querying existing customers to find out who their trusted advisors are. The vendor also focuses its hiring efforts on channel managers with existing Rolodexes of VARs in the security space. And then there are trade shows, which always present excellent opportunities for finding the kinds of channel partners that TriGeo seeks.

Stay tuned for more from TriGeo, including solution provider and customer profiles.

Comment  | 
Print  | 
More Insights
Building A Mobile Business Mindset
Building A Mobile Business Mindset
Among 688 respondents, 46% have deployed mobile apps, with an additional 24% planning to in the next year. Soon all apps will look like mobile apps – and it's past time for those with no plans to get cracking.
Register for InformationWeek Newsletters
White Papers
Current Issue
InformationWeek Tech Digest - September 17, 2014
It doesn't matter whether your e-commerce D-Day is Black Friday, tax day, or some random Thursday when a post goes viral. Your websites need to be ready.
Flash Poll
Video
Slideshows
Twitter Feed
InformationWeek Radio
Sponsored Live Streaming Video
Everything You've Been Told About Mobility Is Wrong
Attend this video symposium with Sean Wisdom, Global Director of Mobility Solutions, and learn about how you can harness powerful new products to mobilize your business potential.