Netgear primes VARs for SMB email and Web security appliance sales

By Neil Roiter, Senior Technology Editor 26 Jan 2009 | SearchSecurityChannel.com

Security Channel Update Digg This!     StumbleUpon     Del.icio.us

SOHO-SMB networking company Netgear Inc. is pursuing an aggressive value-added reseller (VAR) strategy to gain market share in the information security space.

Netgear has announced its first three ProSecure security appliances using the email and Web security technology it acquired with the assets of CP Secure in a deal completed in December. The company will compete with vendors such as SonicWALL Inc., which once focused exclusively on SMBs but has expanded into the enterprise market, and Barracuda Networks Inc.

The security play is significant for Netgear and its partners. Working through retailers and its 18,000-member Powershift partner program, Netgear is known primarily for its wired and wireless networking gear. Its security-related sales have been limited to its ProSafe firewall-VPN lines and SSL VPNs.

Now, Netgear is training existing VARs who want to get into security sales for the higher profit margins from recurring subscriptions and recruiting new sales partners that specialize in security.

"Generally, VARs in our channel are very good at networking," said Jason Leung, Netgear's senior product line manager. "A number of them want to get into the security space, but may not be equipped because they lack expertise to do so."

Netgear, which retained CP Secure's 46-person engineering team, including former CEO Shuang Ji, offers training for sales reps and sales engineers to certify VARs to sell ProSecure appliances, backed by support, sales tools, collateral, etc.

The three appliances support up to 150, 300 and 600 concurrent users and progressively higher HTP and SMTP scanning rates. The street price for the boxes range from $1,000 for the STM150 to $4,000 for the STM600, Leung said. Figure an additional 20% to 40% each for the email and Web software modules, and 10% to 30% for annual maintenance.

The email security module includes antispam and antimalware; the Web security module provides antimalware, antiphishing and Web content filtering.

In addition to proprietary technology, ProSecure features Kaspersky Lab's antimalware and Commtouch's antispam and Web security software.

Tags: Web Server OS and Web Application security,  Instant messaging and collaboration application security,  VIEW ALL TAGS

Digg This!     StumbleUpon     Del.icio.us

RELATED CONTENT Web Server OS and Web Application security Social networking security still a gray area for some customers Web application security best practices: Tips on implementation Application security expertise a plus when offering WAF services Web application firewalls: How they can help protect customers Web application firewall market is hot for resellers, service providers Portcullis Systems adds HP security products to Microsoft customers What operating systems can you best afford or support? Why you need Web application security expertise Despite GreenBorder acquisition, Google security plan remains unclear Windows services locked down in Vista and Longhorn Security solution provider business management Managed security service provider guide Microsoft-IBM competition fuels SMB, midmarket channel opportunities How channel partners can profit from security vendor consolidation EMC announces enhanced partner program McAfee and Extreme Networks partner for secure networking Zecurion launches new channel partner program SonicWall to offer cloud-based antispam service Microsoft Partner Network allows for better customer relationships MSPAlliance accreditation programs vet managed services firms and practitioners Survey: Financial services sector may soon start spending on security Instant messaging and collaboration application security Social networking security still a gray area for some customers Social media security policies: Helping customers understand the threats Compliance, Web threats change email security market, opportunities Sophos integrates encryption into endpoint, email security Email security vendor Sendio unveils new partner program Outlook Web Access security: Helping channel customers stay safe Channel Explained: Email security What security settings best apply to the client? Can we offer managed security services to the client for this server? Should we offer periodic security audits of the email server?

RELATED RESOURCES 2020software.com, trial software downloads for accounting software, ERP software, CRM software and business software systems Search Bitpipe.com for the latest white papers and business webcasts Whatis.com, the online computer dictionary