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Sourcefire plans to improve reseller consultancy skills

Simon Quicke

Security specialist Sourcefire is looking to increase the knowledge of its reseller base encouraging more to develop consultancy level skills to ensure they can deliver services to customers.

The vendor has launched a programme to educate and certify those resellers that learn about its products and the services potential in the face of industry wide concerns that there is a growing challenge getting skilled staff, which are essential to sustain growth in the market.

Anthony Perridge, EMEA channel director at Sourcefire, said that it wanted partners to grow the level of margin they could earn through services, which was a business the vendor was not interested in getting involved with directly, but also spelt out the ramifications for its own future position if resellers neglected to invest in their skills.

"We don't want to be a services company but if we don't have the skilled people out there we are not going to grow the business," he warned.

To avoid that situation the vendor is providing online training, a certification process and hand-holding resellers through services sales for the first 30 days post course completion.

The debate about the extent of a IT skills crisis has rumbled through the industry for the past few years but the pressure on firms looking for growth to get the right skilled staff remains high.

One of the responses from the channel to the recent downturn was to focus efforts internally on improving skill levels but in order to get the most out of services more consultancy type attributes now need to be developed.


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