Although the small to medium business (SMB) space is WatchGuard Technologies' bread and butter, the network security solutions vendor is looking to capitalise on demand it is seeing in the midmarket.
According to WatchGuard Asia-Pacific (APAC) vice-president, Scott Robertson, the company experienced 140 per cent year-over-year (YoY) growth in the midmarket segment in the last financial year, making it its largest growth category.
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In its midmarket pursuit, WatchGuard sees an opportunity for its partners in shifting the conversation from speeds, feeds and firewall discussions to finding a means of building value.
"Every time the average office user goes in and out of the firewall, it creates a log which is basically a line-item of report on the system," Robertson said. "Every employee will have hundreds of logs each day. Then multiple than by a few hundred or couple of thousand, and an average network administrator could be dealing with tens of thousands of logs every day."
WatchGuard's means of addressing this is via its Big Data visibility solution, Dimension. The public and private Cloud-ready solution -- which was first launched in September and carries no cost -- promises visibility as a service which WatchGuard partners can use to provide customers with rich reports.
WatchGuard Australia and New Zealand (A/NZ) country manager, Pat Devlin, also sees opportunity for channel partners to manage the services which midmarket businesses often do not consider high value by moving them into the Cloud.
"As an example, not many midmarket businesses want to run their own mail servers, but they do not necessarily want to go offshore where they lose a lot of control," he said. "There is a huge amount of value that can be offered by local IT providers which can give them a local services, and can also offer custom filtering."
Devlin also said many of WatchGuard's customers do not consider themselves security experts and therefore require the expertise as a service at which point a customer is well-positioned to posit itself as the primary contact.