“I’m told constantly that vendors consistently innovate on the technology side but forget to innovate on the operations side,” she says. “That’s where partners win and lose deals, and that’s where they make and lose money.”
Together, Welch continues, Total Security Suite and Passport further simplify the security sales process. “This is our attempt to give partners the ability to give a complete security solution both on and off the network with only two SKUs,” she says.
That will remain true as WatchGuard ships new site and user security products in the future. “Anything that gets added on either side will continue to be added to those single SKUs,” Welch notes.
The new EDR system WatchGuard is currently developing will include a variety of anti-ransomware capabilities. It will also leverage ThreatSync, the vendor’s network-focused threat assessment and prioritization technology.
“It’ll provide that same level of threat detection, threat scoring, and threat ranking that we provide for on-network threats now, but from the endpoint,” Welch says. The system will then help users remediate high-scoring threats, evaluate mid-level threats, and monitor low-scoring threats without acting on them. Partners will have the ability to customize what they wish to treat as high-, medium-, and low-risk issues.
WatchGuard revised its WatchGuardONE partner program this spring to reflect its move into user security. In addition to new sales and technical training courses, the program now provides significantly increased rebates to partners that earn certifications in both site and user security.