IT and Business Insights for SMB Solution Providers

Changing Times, Changing WatchGuard: Page 2 of 2

The vendor best known for firewalls has entered new product categories and revised its partner program to accommodate them. By Rich Freeman

According to Welch, WatchGuard products are a good fit for a security market experiencing tight labor conditions. “People can’t find the talent even if they want to grow security expertise,” she says, “so at the product level, our focus is on making the product as simple to use, deploy, and manage as possible.”

They’re also heavily automated. For example, WatchGuard firewalls allow technicians to create a configuration once and apply it to new devices automatically, and they automatically open and close tickets in PSA products from ConnectWise, Datto’s Autotask unit, Tigerpaw, and SolarWinds, among others. Welch doesn’t emphasize it, but WatchGuard solutions are priced to suit SMB budgets as well.

“I hate talking about price-performance, but I think that it’s a huge factor for partners, because they’re trying to figure out how they’re going to make money,” she says.

Welch has more MSP-oriented changes coming to WatchGuardONE in the future, especially to its benefit structure. MSPs, she notes, worry about meeting requirements for things like market development funds and margins after they switch from generating revenue in big, immediate lump sums to smaller, recurring increments. “We’re looking at anywhere in our program where we can make any changes necessary to accommodate for that,” she says.

And that’s just the beginning, she continues. Change is now a never-ending process for WatchGuard. “The partner community is always evolving,” she says.

About the Author

Rich Freeman's picture

Rich Freeman is ChannelPro's Executive Editor

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