ArcSight to make huge channel investment this year

ArcSight‘s regional vice-president and country manager for Canada, Tim Durnford, wants partners to know that the log and security event and information management vendor is making a “huge” investment in its channel this year.

In addition to having several office locations across the U.S., this Cupertino, Calif.-based company also has an office in Mississauga, Ont., which is where Durnford works, and regional sales managers in Ottawa and Calgary.

The company delivers solutions that meet five key business drivers, Durnford said: centralized log management, perimeter and inside threats, user and privileged user monitoring, automated compliance, monitoring and reporting and fraud detection and prevention.

Today, about 70 per cent of the company’s overall Canadian revenues flow through channel partners. Durnford said the company wants to raise that figure to over 80 per cent.

In Canada, the company’s customer base is made up of about 35 Fortune 100 companies across the country including organizations in the financial services, utilities, manufacturing, telecommunications and government vertical markets.

“We’d like to grow our revenues in Canada this year by about 35 per cent over last year’s actuals,” Durnford said.

The company plans to meet this goal by working with its existing channel partners and further enabling them in the market. In addition to re-vamping its product pricing model for channel partners, the company also works to incent its partners through various enablement initiatives, training and resources.

Currently, ArcSight has a handful of partners in Canada including companies such as Bell Canada, Forsythe and The Herjavec Group. Durnford said although the company has “good representation” across the country it’s always open to new partner relationships where it makes the most sense.

While Durnford couldn’t comment on the size of partner margins, he did say the company doesn’t dictate what sorts of margins partner can earn.

“We have a (margin) structure based on the volume of business that’s committed by the partner,” he said. “As partners deliver more revenue, the discount levels increase. We want partners to know that ArcSight is channel friendly and that we’re making a huge investment in our partners. One of our key strategic focuses this year is that we brought on new products and pricing for the mid-market space and also for the enterprise to help grow our footprint.”

Among its lineup of products, Durnford said ArcSight is probably best known for its Logger turnkey solution. Logger captures and analyzes all enterprise log data and provides users with a compressed and self-managing log repository. The solution has the ability to collect event logs from any device and monitors users on the network. The solution can be delivered either as a software offering or as an appliance to help customers identify, prioritize and defend against threats. The good thing about all of the company’s products are that they are all vendor-neutral, Durnford added.

“It’s like the Swiss Army solution,” he said. “We can connect to any device regardless of what vendor makes it and we can collect logs securely. We support over 300 disparate devices out of the box today which helps to protect our customers’ future (technology) investments should they choose to switch later on.”

Follow Maxine Cheung on Twitter: @MaxineCheungCDN.

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Jim Love, Chief Content Officer, IT World Canada

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Maxine Cheung
Maxine Cheung
Staff Writer, Computer Dealer News

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