Shawn Pearson, vice president of worldwide channels at Websense
Security specialist Websense rolled out the usual pomp and circumstance with the recent launch of Triton 7.8, the latest in the series of application suites to thwart advanced persistent threats. But behind the scenes with the channel team, Websense is placing Triton as the cornerstone of a new class of partner engagement.
Shawn Pearson, vice president of worldwide channels, helped transform the Websense partner network from transactional product sales to strategic security service providers. Triton 7.8, he says, allows solution providers to develop advanced security practices that address a multitudes of threats.
Triton, a package Websense launched four years ago to evolve beyond its Web-filtering roots, compiles security capabilities that combines intelligence and threat prevention for Web, data and e-mail streams. The latest version includes ThreatScope, a system of inline sandboxing that isolates malware and exploits in real time. It features data loss prevention, phishing detection and awareness tools, and other deployment and optimization features.
On top of the technology is Websense Advanced Classification Engine (ACE), which offers real-time security rates of all Websense products and detection of threats that often missed by other solutions. Through ACE, Websense assesses threat conditions and security posture, giving administrators actionable intelligence.
This isn’t to say Websense doesn’t have partners with security practices. In fact, most of Websense’s partners would probably say they are security specialists, which are separated from rank-and-file resellers by their repeatable practices based on tools and intellectual property.
When Pearson became channel chief last August, he recognized the need to provide end users with more guidance and professional services. In parallel to the Triton 7.8 launch, Websense is looking to recruit security practitioners and elevate existing resellers to security practices.
Websense isn’t the only security vendor trying to break out of the product sales cycles. Many have found themselves limited by legacy strategies that pushed product over outcomes. Websense seems to be moving in the right direction by supplying existing partners with a powerful tool that will lead to higher level security engagements, as well as looking for partners with advanced security competencies.
