ConSentry Enhances Partner Program

Announcement includes a series of programs, pricing changes, and tools aimed at broadening opportunities for its networking channel

December 17, 2008

5 Min Read


MILPITAS, Calif.--(BUSINESS WIRE)-- ConSentry Networks today announced a series of programs, pricing changes, and tools aimed at broadening opportunities for its networking channel. These additions expand opportunities, improve communications and lead generation, and increase sales support for the channel partners to address enterprises' growing needs for intelligent control of users and applications. The company has also expanded its senior executive team with the appointment of Rod Kay as executive vice president of sales and marketing, who will lead ConSentry's channel program initiatives worldwide.

ConSentry's Networking Partner Program currently includes more than 60 top-tier global resellers and integrators capitalizing on the $4 billion market opportunity for enterprise LAN infrastructure and security. ConSentry LANShield products provide enterprises with a strong value proposition: visibility into and control over every flow and every application on the LAN, with radically simplified operations and lower support cost across the product life cycle.

Secure Links, a Toronto-based reseller partner of ConSentry products, recently recommended the ConSentry solution to Dufferin-Peel Catholic District School Board. "The ConSentry product line gives us the ability to sell into existing infrastructure with its LANShield Controllers or be part of customers' switch upgrade projects with its LANShield Switch family," said Norman Hartshorne, president at Secure Links. "In the case of Dufferin-Peel, we were able to show the customer a simple, cost-effective way to build intelligent control into their LAN, which is critical in these challenging economic times. Plus, we have an opportunity to sell professional services to help them craft appropriate access policies."

(Editor's Note: For more information about Dufferin-Peel's deployment of ConSentry, see the companion announcement "Dufferin-Peel Selects ConSentry to Control User Access and Protect IT Resources Across School District," also released today.)

Expanded Partner Opportunities and Profitability

ConSentry introduced new pricing and added professional service opportunities and deal protection for its partners to improve their profitability.

ConSentry's new pricing and software licensing model lowers the entry price for its LANShield Switches and enables additional ways for channel partners to sell to enterprises.

License Type


Layer 3 License

Dynamic L3 routing

Endpoint Validation License

Automatic scanning of user machines for anti-virus, anti-spyware, OS patch level, firewall, and other security settings

Monitor License

Full visibility, monitoring of flow details such as user name, IP and MAC addresses, application at Layer 7, and application details such as the file name or URL involved in a transaction

Protection License

Enforce access policies based on visibility parameters, enabling role-based control to protect IT assets, and application prioritization

This new model provides ConSentry's program partners more flexibility to sell its intelligent control solutions and creates the opportunity for partners to add professional services, specifically for policy creation and administration. ConSentry channel partners can increase their value to customers with these benefits:

* "Pay as you go" model supports a wide range of industry market segments
* Bundling functionality into software licenses gives greater flexibility for the professional services VARs can provide
* Integrated capabilities in the intelligent switch simplify product purchases
* Upgradeable architecture at the heart of the ConSentry LANShield devices means future sales and service opportunities

ConSentry is also rewarding partners for identifying new business prospects, supporting deal registration for opportunities.

Improved Partner Communications, Lead Generation, and Sales Support

To improve efficiency in supporting sales opportunities, ConSentry unveiled a new Partner Portal. The site provides partners access to sales collateral, playbooks, partner lead generation programs, industry analyst reports, and technical product support materials. ConSentry is also launching integrated marketing programs with partners and making targeted market development funds (MDF) available to support regional customer events.

In addition, ConSentry partners receive extensive training and certification, weekly in-person field sales support, and access to ConSentry's world-class sales engineers. Partners can also access ConSentry's extensive professional services training and skills transfer.

"The ease of network access to enterprise intellectual property, the dramatic increase of applications on the network and an increasingly fluid user population are driving the need for more infrastructure intelligence," said Kay. "Network refreshes, convergence, network access and compliance projects represent a huge opportunity for channel partners to add value, as they help customers make the transition away from legacy overlay architectures to integrated intelligent control."

Kay joins ConSentry from TeraChip, Inc., a developer of next-generation switch fabrics, where he was president and CEO. Previously, he held executive marketing and business development positions at Cisco, Ardent Communications (acquired by Cisco), XLNT (acquired by Intel) and Ascom Timeplex.

Tags and Keywords

LANShield Intelligent Switch, network access control, application control, user and application security, Intelligent Switching, ConSentry Channel Partners Program

About ConSentry Networks

The ConSentry Networks Intelligent Control architecture delivers native user and application control at the network edge. With this technology, ConSentry's award-winning LANShield product family enables IT managers to improve the visibility, control, and performance of users and applications and radically simplify LAN deployment and operations. More than 200 enterprises worldwide rely on ConSentry solutions for increased corporate security, comprehensive visibility, and cost-effective compliance.

ConSentry Networks, the ConSentry Networks logo, and LANShield are trademarks of ConSentry Networks Inc., for use in the United States and other countries. All other product and company names herein may be trademarks of their respective holders.

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