Security Essentials Blog

Why we Pivoted to a 100 Percent Channel Sales Model

Why we Pivoted to a 100 Percent Channel Sales Model

Why we Pivoted to a 100 Percent Channel Sales Model

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January 4, 2018

by Ken Ammon, Chief Strategy Officer

Today we announced the OPAQ Channel Partner Program and the completion of our transition to an indirect sales model. There are a number of reasons for this change.

First, many midsize enterprises look to service providers to deliver security services. These organizations struggle to protect themselves from cyber threats due to the shortage and high-cost of skilled IT professionals, the growing sophistication of attacks, and the complexity of managing multiple security products and services. These challenges spiked demand by midsize enterprises to outsource their security. According to Gartner, Inc., services will make up over half of all security spending, at $57.7bn in 2018. Meanwhile, spending on security outsourcing services will total $18.5bn, an 11 percent increase from 2017.

Second, both midsize enterprises and service providers struggle with the upfront expense and complexity of acquiring, configuring and maintaining multiple hardware and software security products from different vendors.

For many midsize enterprises, the capital cost of implementing a Fortune 500-grade security infrastructure, not including the human resources to manage it, is overwhelming. Meanwhile, service providers that want to offer managed security services face a similar dilemma, only from a scalability and profit margin standpoint. The traditional hardware/software model requires they purchase products, install them at the customer site(s) and then manage the infrastructure.

Many of the partners’ midsize enterprise customers require complete outsourcing while others prefer a co-managed or self-managed approach. And our partners know which model best suits the customer. We have invested significant time and resources in the development of our “single pane of glass” approach.

This enables partners to deliver end-to-end network security across their customers’ distributed infrastructures — including data centers, branch offices, mobile and remote workers, and IoT devices. The OPAQ 360 portal, a web-based interface, enables our partners to centrally provision, configure and manage an unlimited number of customer sites and policies remotely. Our Partner Portal also makes it simple for partners to go to a single place in order to access training, sales support, deal registration, and other resources that are essential in helping them to accelerate time-to-value.

According to one of our channel partners, Tom Turkot, vice president of client solutions for Arlington Computer Products, “The OPAQ Cloud is a game changer.”

You can read today’s announcement here: OPAQ Channel Partner Program Press Release. Or for information about the OPAQ Channel Partner Program visit: https://opaqnetworks.com/partner-program.

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