SAN JOSE – Secure Computing, an enterprise gateway security company, has joined Alternative Technology’s Follow the Wire program that has a sales philosophy of providing products, services and support that address critical customer needs, and how to address more of those critical needs by offering multiple product solutions from one vendor.

“For every point-product project that [VARs] work on with a user, it probably has additional products being sold by somebody else that are part of an overall solution,” said Bill Botti, president and chief operating officer of Alternative Technology, a specialty distributor of thin-client/server-based computing, edge infrastructure, virtualization and government-approved security solutions.

“Whatever points at which you penetrate the network, whether it is the application, the network, the router or the firewall, follow the wire to other parts of the solution and increase your revenue and [gross profit] per sales calls.”

Channel partners, implementing a Follow the Wire sales strategy with Secure Computing’s enterprise gateway security solutions, will be able to address needs ranging from e-mail security to Web and network security, to identity and access management … all served by a common infrastructure.

“Secure Computing, when integrated with TrustedSource to its other products, [delivers] a comprehensive solution inside the same product family and not inside individual products. When put together, it addresses a comprehensive security, messaging and content solution that ordinarily … require two to three to address what Secure Computing has inside their product portfolio,” said Botti.

He added with Secure Computing being part of the Follow the Wire program, the security company gains access to Alternative Technology’s security VARs and those that want to become security VARs.

“[It] provides them with a significant recruitment opportunity and those VARs who are already selling Secure, the program provides them additional revenue lift.”

Atri Chatterjee, senior vice president of marketing with Secure Computing, said that being part of the Follow the Wire program made sense. “We looked at [the program] and … it is their paradigm that we extended [where] we can play in all of these different categories,” said Chatterjee. “We also have a global reputation system that can actually provide whole new dimensions to the Follow the Wire program.”

He explained that Secure’s global reputation system, TrustedSource, when combined with its network, Web and messaging gateway solutions, can be extended to the other products of the program not built by Secure.

As well, Chatterjee said that being part of Follow the Wire gets Secure Computing exposed to customer environments that are looking for specific solutions.

“[We get to] work with experts like [Alternative Techechnology] and VAR partners and our products are installed in these places in a comprehensive security model.”

He added that the program also helps expose the company to more verticals and specialized solutions for various industries.

“Something like this helps us improve our products and focuses them or [helps us] build new modules and capabilities for our products to essentially address various segments of the market, which is always a valuable thing to a company like us.”

For more information, click on SecureComputing.Com

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