Internet Security Systems, Inc. (ISS) (NASDAQ: ISSX), the worldwide leader in pre-emptive, enterprise security, today announced that it has successfully increased worldwide channel licence revenue from 49 per cent at the end of 2002 to 82 per cent in the first quarter of 2006.
“Internet Security Systems recognised that it needed to move away from direct sales focus and that the channel is the route to improve sales growth” said Alastair Edwards, Canalys Senior Analyst. “The company has made good progress at signing up new partners, and it will need to continue to do this.”
“Within the last year, we have significantly strengthened the company’s SecurePartner™ channel sales and marketing programmes,” said Patrick Teirlinckx, EMEA Partner Marketing Manager for Internet Security Systems. “We have increased marketing budgets for top-performing value added resellers (VARs), increased the number of events, field resources and channel support teams available to partners. Additionally, we will soon increase technical product support levels in order to more effectively accommodate Silver, Gold and Platinum partners. In the coming months, we will also be launching a new fully operational portal providing access to the ISS knowledge base, a download and support centre, and a central repository of information.”
“As a result of these efforts, ISS partners are increasing revenue opportunities, improving customer relationships and capitalising on the market opportunity to deliver ‘Protection On-Demand’ security to enterprise, mid-market and small-to-medium sized business customers,” added Teirlinckx.
ISS has over 400 strategic channel partners in the Europe, Middle East and Africa (EMEA) region. The company’s Proventia® product line and Managed Security Services (MSS), which work together to protect customers from the desktop to the network, enable partners to deliver pre-emptive protection against the evolving threat landscape to a wide range of customers.
Moving forward, ISS’ progression into “Protection On-Demand” services will afford partners even greater opportunities to supply customers with security that is extremely flexible, cost-effective and easy to obtain and manage.