Websense restructures channel setup

Websense, working in web security and web filtering software has come up with
a new structure for its channel network in India. In the new structure, channel
partners are being categorized as Authorized Partners, Premium Partners and
Value Added Distributors.

According to the company, Websense Channel partners are allowed to enjoy the
financial benefits of a subscription-based sales model and have access to
product support, training, certification, third party evaluations and exclusive,
partner-focused sales and marketing resources.

Authorized Partners have access to the secure Websense Channel Partner
website, which provides all the necessary resources and contact infor­mation to
succeed as a channel partner. Resellers, system integrators or solution
providers can apply to become an Authorized Partner. Premium Partners are the
ones who conduct joint business plans with Websense, and can receive
performance-based margins in addition to the benefits of an Authorized Partner.

Websense Value Added Distributor are required to have access to resources
such as an established reseller channel, existing relationships with Websense
technology partners, the ability to deliver local training, and personnel
dedicated to the marketing and selling of Websense products and services. Value
Added Distributors receive a combination of benefits tailored to each particular
geographic location.

The restructuring was also done with an intention to expand its reach in to B
and C class cities. “We have added partners having access to smaller cities,
from where we expect to do good business,” added Singh.

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