Websense, Inc. is jumping on the managed security bandwagon. The software specialist has launched a global, managed security service provider (MSSP) program. Plenty of security software companies are preparing similar moves. Here are some of the details.
According to Websense:
The Websense MSSP program is designed to facilitate more effective end-user adoption of the recently announced Websense TRITON system. TRITON is the industry’s first unified content security solution that combines leading Web security gateway, data loss prevention and email security technology into a single, unified architecture.
As you may recall, Websense launched TRITON earlier this month.
The MSSP partner program arrives at a key time. Websense overhauled its partner program management team only days before the company’s partner conference. At the same time, rival security software providers have been planning managed security moves of their own.
At the recent Kaspersky Lab partner conference in the Dominican Republic, Senior VP Nancy Reynolds reinforced plans to help VARs and MSPs generate recurring revenues and annuity revenues. And it sounds like Sophos Channel Chief Chris Doggett is piecing together an MSP strategy in time for the company’s next fiscal year, which starts in April 2010.
Already, Trend Micro has rebranded its Worry Free hosted security offerings. And established players like Symantec and McAfee have been making numerous SaaS and managed security moves. Upstarts like Panda Security also are making moves in the managed security market, working closely with N-able on a freemium endpoint security strategy.
Now, Websense is making its MSSP move. According to a prepared statement:
Websense MSSP program rollout is available for select service providers that meet Websense minimum criteria in technical competency, services capacity and investment in joint core business on an invitation-only basis. Websense is enabling these MSSPs with the best practices, an integrated solution framework, services delivery platform, certification, training, and sales enablement resources to cost effectively deploy enterprise wide protection. The program’s service delivery framework includes managed Web and DLP content security services for customer on-premise equipment, as well as white-label branding options for Websense and unified security software-as-a-services (SaaS) for Web and email.
We’ll be watching to see if Websense’s MSSP moves catch on with MSPmentor’s readers.
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Posted In: Managed Security Services | Software as a Service and Hardware as a Service
Tags: Kaspersky Lab Nancy Reynolds | Managead Security Service Provider | Managed Security Services | McAfee MXLogic | N-able | Panda Security | Trend Micro Worry Free
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I can see the potential for MSP-ifying the Websense products, but I’m not sure if this flies as a profitable reseller offering.
It would seem, at least at first blush, that they’re just shifting the payment plan to the reseller’s account. Rather than being paid all in one slug, or making the end-customer fork up the cash N30, it would seem that they’re basically financing delivery of a Websense UTM/DLP solution over time while calling it a managed service.
As a general comparison to what other SNMP-based managed providers can offer, only time will tell if Managed Web/DLP flies. If you look at how Cymphonix has done, given the inherent cost of their software + appliance model, I think Websense has their work cut out for them….and so do any prospective MSPs that want to take it on.
I think the best MSP solutions offer base-level monitoring and comprehensive visibility at a price far below what DLP pricing can touch and without all the additional complexities.
Scott: I have to concede… I’m not an expert on Websense, in terms of really “getting under the hood” here. But I’m curious to know if you’re a partner, customer, competitor? Thanks for joining the conversation on MSPmentor and sharing your views.
Best
-jp
An update from Websense: The company says partners do not make their margin (primarily) on just offering a new way to finance the purchase of software.
According to Ray Kruck, Websense senior director of business development, “It’s about the recurring revenue that comes from the true, value-added services that Websense is helping partners deliver. These services include: remote monitoring, alert management, compliance reporting, health status, event correlation, etc.”
He adds: What Websense has done here w/this new program is “formalized a technical and business enablement program for partners of a unique scale in the market place.”
Historically speaking, Websense already enables and supports its key partners who are offering fully managed and co-managed customer on premise deployments of its security solutions, according to the company.