A simple product like a firewall can still require a day's consultancy to install, and because security is so critical, customers are prepared to pay their resellers to do it properly. Moreover, the original sale may account for only half the total value of a contract, since many customers invest as much again in ongoing maintenance and upgrades during the life of the system. Serving many masters Even a small security reseller may sell up to 40 products from a dozen or more vendors, so support is a crucial issue. Security vendors and distributors have an above average reputation for supporting the channel, perhaps because above average margins mean they can afford to. Pre-sales support is generally good, with vendors or distributors willing to provide presentation and direct marketing materials and even help with the sales pitch.
Technical resources are also readily available - at a price.
Increasing numbers of vendors run accreditation schemes. Training usually forms a significant part of accreditation, and although this is expensive to acquire and maintain, resellers agree that it offers commercial benefits. The real challenges for resellers mostly lie at the customer end of the transaction. The problem is that customers don't always know what their needs are. Proactive measures such as prevention and detection are gaining ground over simple barriers to unauthorised access.