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MessageLabs Expands Global Channel Partner Program

  • 09 November, 2004 09:15

<p>MessageLabs, the leading provider of managed email security services to businesses, announced today that it has expanded its global channel partner program to grow market share, increase revenue opportunities for partners and bring world-class services to an even greater number of enterprises and organisations around the globe.</p>
<p>The secure content management market is expected to grow from $4.2 billion in 2004 to $7.5 billion in 2008, according to a report from leading IT market research and advisory firm IDC. Operating in this market provides MessageLabs’ partners with an excellent opportunity to generate significant revenues from new and existing customers.</p>
<p>To enable partners to be successful, MessageLabs provides sales and technical training, proactive business planning with its account management and marketing teams and joint marketing and lead-generation programs that drive awareness, interest and demand for the services.</p>
<p>“MessageLabs is committed to building partner relationships that identify and grow sales opportunities while providing market-leading, differentiated solutions that create competitive advantage,” said Lorien Gabel, MessageLabs’ Global Vice President of Business Development.
“We expect that our expanded program will drive further success with existing partners and accelerate opportunities with new partners around the globe.”</p>
<p>Business benefits to new and existing partners include:
· Building customer loyalty by providing services that stop email threats before they reach internal networks;
· Creating new sales opportunities and gaining new recurring revenue streams through a differentiated messaging security solution;
· Augmenting existing security offerings and increasing security service level agreements; and
· Leveraging worldwide presence of MessageLabs to support multinational offices and customers.</p>
<p>The MessageLabs services add value to the offerings of a broad range of solution providers:
· Security VARs and systems integrators can increase customer satisfaction and sell the services with firewall or desktop solutions;
· Systems integrators specialising in services and outsourcing can increase their security SLAs;
· Large systems integrators can reduce costs resulting from email security breaches;
· Bandwidth providers and ISPs can reduce churn by providing anti-spam and anti-virus services to customers.</p>
<p>Current partners — including IBM, MCI and Unisys and a large number of regional partners—have successfully sold the services to thousands of companies and organisations of all sizes worldwide, many of which are Fortune 500 and FTSE 100 businesses.</p>
<p>"Partnering with MessageLabs offers an excellent business opportunity, something which we expect to continue to benefit from as the market matures further. Most companies have first generation products in place, but many are realising that they need an additional level of proactive protection to effectively defend their data, employees, brand and reputation," said Bart de Maertelaere, Global Infrastructure Services Security Lead, EMEA, for Unisys.</p>
<p>"As the pioneer and leader of this burgeoning market, MessageLabs is the ideal partner, allowing those that work alongside them to take full advantage of the business opportunity."</p>
<p>Channel partners contributed more than half of MessageLabs’ revenues in its 2004 fiscal year ended 31 July, 2004. By the middle of fiscal 2005, MessageLabs expects 80 percent of its business will come from partners seeking to capitalise on the growing demand for managed email security and management solutions. In Asia Pacific however, almost 100 percent of business is already done through an indirect sales channel.</p>
<p>The company continues to recruit and enable partners across Europe, North America and Asia Pacific that seek to benefit from creating recurring revenue streams as part of a fully supported program.</p>
<p>“Demand for these and future managed email services are expected to continue growing around the world, creating a multi-billion dollar market over the coming years as organisations further adopt solutions that stop spam and viruses at the Internet level and enable them to affordably archive and encrypt messages to meet compliance and regulatory requirements,” said Brian Burke, Research Manager for IDC’s Security Products Service. “Equally important, managed services can reduce costs, protect critical infrastructure, mitigate risks and ensure the integrity of electronic communications.”</p>
<p>Partner Program Categories</p>
<p>The program features three partnership categories: Alliance Partners, Certified Resellers and Associates. Upon joining the program, partners receive a menu of resources and a comprehensive benefit package to help build their MessageLabs business.</p>
<p>· Alliance Partners: Typically large multinational and global businesses that have high revenue potential and geographic coverage in one or more of MessageLabs’ three primary geographic regions. Alliance partners receive flexible and custom program elements and can leverage MessageLabs’ worldwide presence to support their multinational offices and customers.</p>
<p>· Certified Partners: Receive a recurring revenue stream in return for their commitment to the partnership. As the reseller’s business with MessageLabs grows, there is an opportunity for accelerated margins at higher commitment levels. Potential Certified resellers include regional or country-based telecommunications companies, Internet and email service providers, value-added resellers and security providers.</p>
<p>· Associate Partners: Companies and individuals that prefer to refer business, passing opportunities to MessageLabs for qualification and closing. MessageLabs offers one-time and recurring commissions to Associates based on the frequency of opportunities presented. Associates are typically IT consultants or are working in the telecommunications, systems integration or security consulting fields, with a strong customer base or professional network, the ability to introduce new value-added services and a desire to create new revenue streams through a simple referral process.</p>
<p>To learn more about MessageLabs’ channel partner program, visit: www.messagelabs.com/partners.</p>

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