Limor Elbaz, vice-president of business development at Finjan, assured that with the launch of this new partner program, Finjan has no intentions of having this replace the original program. Rather, Elbaz said the introduction of the Vital Security Partner Program is Finjan’s way of maintaining its commitment with the channel.One key differentiating feature between the Vital Security Partner Program and the Finjan Basic Partner Program is the number of partner participants enrolled in each one. The new program is designed to aid Finjan resellers and system integrators by giving more extensive and complete access to services such as marketing and support services, sales and technical training sessions and the like.
“Before, we had just the Basic program where we ran deals with 670 partners,” Elbaz said. “The new program is designed for the North American market and we want to work with a smaller set of partners so we can keep a close relationship with them. Our objective [with the Vital Security Partner Program] is to focus on signing up about 50-60 partners.”
While Elbaz said many resellers have already started approaching Finjan about the new partner program, she said the company is being more selective about who they will include this time around.
“We’ll go to the more loyal partners to sign on to this program” Elbaz said. “We want partners who have some sort of security practice. They don’t necessarily have to sell web security, but they need knowledge with some practice of selling it. We also want resellers who sell (into) the enterprise market since this is where our focus lies. We also want resellers who can give customers a personal and professional touch.”
Partners that are in Finjan’s Vital Security Partner Program also have access to Finjan’s RUSafe channel-only product to use during customer demonstrations.
“We realize that when selling Web security, our channel faces the challenge of being able to convince their customer that a new layer of security is necessary,” Elbaz said.