When it comes to choosing vendor partners, solution providers take a number of factors into account--chief among them, viability, margins, and channel-friendliness.
So it's no wonder that TriGeo Network Security is filling its VAR ranks with relative ease. The vendor is working hard to recruit partners strategically as it further penetrates the midmarket space with its Security Information and Event Management (SIEM) solutions. In the past eight months or so, TriGeo has formed new alliances with about a half-dozen new solution providers.
One of TriGeo's longtime partners is Smyrna, Ga.-based BryTech, an integrator that sells to a broad range of companies, 80% of which are SMBs. "TriGeo's channel program is what sold me," said Carl Garrett, regional sales director at BryTech. "They co-sponsor our security events and forums, helping us put together invite lists, flying in their experts, and helping us with presentation material. They even split the cost of events 50-50."
BryTech customers say TriGeo's support is "off the charts--an 11 on a scale of 1 to 10," Garrett said. What's more, TriGeo keeps the lines of communication open and protects the solution provider's margins, which Garrett describes as outstanding. "We speak to the folks at Trigeo two or three times a week to discuss marketing strategies. They help us find new opportunities."
A key draw of TriGeo's solutions is real-time log analysis, which Garrett says other vendors in the SIEM space don't offer. This allows companies to proactively seek out potential problems before they occur instead of reactively engaging in damage control.
"TriGeo's products work well for any company where security and government regulations are big concerns," Garrett said. This includes financial services firms such as banks and credit unions (Sarbanes Oxley), healthcare companies (HIPAA), and retail operations (PCI).
"BryTech is one of several channel partners TriGeo currently works with across the country," said Michelle Dickman, president and CEO of the SIEM vendor. "We value our channel partners. They open up doors for us to potential new customers, and we work together to grow not only the TriGeo brand but their brands as well."