Crossbeam Adds Elite Tier in Channel Expansion

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Crossbeam Systems is expanding its channel program to incorporate an Elite tier, aimed at rewarding its top performers with added support, resources, training and marketing materials. But when all's said and done, the moves speaks to the fact that end user environments are becoming more complex, and customers have little choice but to turn to partners who can fill those networking security niches with their own specialized services.

With complexity from the rapid adoption of cloud, virtualization and mobile platforms, it's no surprise that networking security architecture has become more of a priority.

It's also one of the reasons that network security platform vendor Crossbeam Systems Inc. is taking its channel program up a few notches, a move that will likely give rise to new opportunities for partners to rein in some of biggest security infrastructure challenges that emerge.

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The program enhancements come as Massachusetts-based Crossbeam streamlines overall channel processes, which among other things, attempts to simplify how partners achieve and maintain status. Specifically, the expansion to the Crossbeam Authorized Partner Program (CAPP) includes a new Elite tier, which aims to bulk up services and boost revenue opportunities for some of the firm’s top performing partners. The added incentives, resources, training and on-the-ground support in turn help enable partners to become more competitive and ultimately carve out bigger niches in the overall network security market.

Specifically, the new CAP Elite program provides a slew of perks that include preferred training, sales support and special pricing, as well as priority lead access, marketing fund support, and participation on the Crossbeam Advisory Board. The sales tools and support enhancements include competitive discounting, aggressive marketing and demand-generation campaigns. The revised program also provides complimentary sales training along with a host of special incentives that help to fast-track deals for qualified partners.

Also incorporated in the list of benefits is free priority access to Crossbeam X-Series equipment, which enables enlisted Elite partners to demonstrate its flagship X-Series platform and related services to prospective customers.

"CAPP is highly selective, allowing us to strategically engage with partners to ensure they can profitably grow their business and support the needs of enterprise and service provider customers," said Peter Doggart, senior director of global marketing for Crossbeam. "CAP Elite takes this program to the next level, rewarding top partners who have demonstrated their commitment to Crossbeam, and are at the forefront of the network security market with their solutions and expertise.”

Meanwhile, the program enhancements and expansion underscore the fact that architectural needs are becoming increasingly more complex. That said, despite the added complexity, users are still required to secure data on all platforms, pass audits and meet stringent regulatory compliance mandates. And as such, users are being forced to adopt new technologies for networking security with solutions that help accommodate disparate platforms and environments while still maintaining desired performance levels.

In fact, network security experienced 6.1 percent CAGR growth in 2011, according to IDC—a significant number considering the overall maturity of the market. But these days, some of the biggest drivers are the need for application-aware solutions, strategies around mobile devices, and security issues around virtualization.

That’s where solutions such as Crossbeam have found their niche. The network security platform vendor provides an open network security architecture, dubbed its X-Series, that allows customers to run disparate applications from Check Point, McAfee, Sourcefire and others aimed at aligning security to private clouds.

And they have little choice but to turn to the channel to do it. For the channel, that means opportunities to go down in the weeds and build out highly specialized solutions equipped to manage complex security architectures. That means services aimed at unifying security solutions around disparate platforms, identifying and assessing security gaps and vulnerabilities overlooked with overlapping architectures, and ensuring customers remain in compliance despite their hybrid environments.

 

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