Trend Micro Inc. overhauled its channel strategy for SMBs with two new Software-as-a-Service (SaaS) offerings and a program designed to extend partner customer control and beef up revenue.
Trend's Worry-Free Remote Manager is the key to the new model, which allows customers to centrally manage security services without installing a management server. Partners maintain the customer relationship instead of turning it over to Trend after an initial sale through its ongoing relationship via the manager. Channel partners will now have complete control over contract renewals, increasing revenue.
"We give partners increased account control to maintain the customer relationship," said Dan Woodward, Trend's director of small and midsized business marketing. "Channel partners understand intimately customer problems."
Trend is also offering free sales and product training for the SaaS services, as well as trial request lead generation.
In addition, Trend is launching two new security services.
A hosted endpoint security service, Worry-Free Business Security Hosted for small offices protects multiple PCs and notebooks located in or out of the office from viruses and other threats. Trend Micro hosts the Web security console, so customers can manage and review security from anywhere.
A hosted website security service, SecureSite, protects e-commerce sites by scanning for website vulnerabilities. Trend says partners can earn additional revenue by selling remediation services.
In addition, Trend's email security service InterScan Messaging Hosted Security, which was announced last fall, can now be centrally managed by Worry-Free Remote Manager.
~ Neil Roiter, Senior Technology Editor, Information Security magazine
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