November 14, 2005 14:30 ET

BorderWare Optimizes Global Partner Program to Accelerate Market and Revenue Growth in Messaging Security Market

TORONTO and LONDON--(CCNMatthews - Nov 14, 2005) -

New Structure Streamlines Participation Enabling Partners to Quickly Maximize Revenue Potential from Perimeter, Email and VoIP Security Solutions

BorderWare Technologies Inc., today unveiled its enhanced Global Partner Program designed to help partners maximize the revenue they derive from selling the BorderWare portfolio of security solutions, including SteelGate™ Firewall, MXtreme™ Mail Firewall and SIPassure™ SIP Firewall. Based on guidance from partners, analysts and market data, BorderWare has optimized its Global Partner Program by focusing on three core tenets: simplification, attention and acceleration.

"The growing number of attacks on corporate networks through messaging applications has created increased demand for our solutions. As a 100% partner-driven sales organization, we are constantly looking for new ways to bring more organizations into our network of BorderWare partners," said Tim Leisman, CEO of BorderWare. "When refining our partner program we stepped into our partner's shoes and made improvements with three goals in mind - the program had to be easy to understand and participate in; we had to focus our attention on ensuring the success of our partners; and, most importantly, we needed to put tactical initiatives in place to help partners accelerate and maximize the return on their investment."

Simplified Model

BorderWare has streamlined its program and will now offer three levels of participation - Silver, Gold and Platinum. Each level has clearly defined parameters and benefits, which are designed to complement the goals and objectives of partners. For example, Silver partners can now complete an online application to join the Global Partner Program rather than going through a detailed application process that previously took a few days to finalize. This gives new partners the ability to get up and running quickly, and if more detailed support is needed, BorderWare Partner Managers are available to assist them. "Partner Programs should not be complicated," said Leisman. "Our focus is on making it easy for partners to work with BorderWare and to maximize the revenue they derive from selling our products and services."

Focus and Support

At the Gold and Platinum partner levels, BorderWare has introduced several new initiatives to increase the focus and attention partners receive, including joint business planning and quarterly business reviews, participation in the BorderWare Partner Advisory Council, and executive sponsorship of partner relationships to ensure there is vertical and horizontal alignment within both organizations.

"As a Gold Partner, we are making a significant investment to enhance our messaging security subject matter expertise," said Dave Bither, Chief Technology Officer at Stanley Associates. "It is important that BorderWare understand our business model, corporate objectives and customer needs. By offering a comprehensive and integrated suite of messaging security solutions, enhanced services and flexible program structure, we are better able to deliver responsive solutions to our customers and increase revenue and market share."

Return on Investment

To help partners accelerate their sales activity and increase awareness in their end-user community, Gold and Platinum partners will be able to take advantage of the BorderWare Quick Start program, which helps partners learn about the products, accelerate their sales efforts and create awareness and opportunities in target markets within in the first three months of joining the program.

"By helping us to accelerate our ramp up time and to begin working qualified opportunities at the outset of the program, we are in a much better position to expand our opportunity pipeline and realize a faster return on investment," said Octavio Diaz, Senior Consultant, IISL, a BorderWare Gold Partner.

Long-term Vision and Growth Opportunities

According to Ferris Research, the market for e-mail security products is expected to grow from $3.7 billion this year to $5.5 billion by 2010. The near-term annual revenue growth rate will hover near 25 percent. This plays favorably to channel partners focused on the email security market. In addition, messaging threats are converging and BorderWare is the only messaging security provider that offers solutions for all types of messaging threats, including emerging areas such as Voice over IP. This is also a fast-growing market segment and BorderWare qualified partners will be able to expand into this market and offer customers end-to-end messaging security. "SIP is an emerging market and BorderWare is actively seeking partners with the capacity to address all IP communications security," said Leisman.

To learn more about BorderWare and its Global Partner Program, please visit or call 1-877-814-7900.

About BorderWare

BorderWare Technologies makes Internet communications safe. The company's perimeter and "application-specific" firewalls for email and SIP enable customers to mitigate the risks and threats associated with Internet communications. Founded in 1994, BorderWare has developed partnerships and affiliations with some of the industry's most prominent companies including Cisco Systems, F5 Networks, Kaspersky Labs, Marconi, PGP, PostX, Research In Motion (RIM), RSA Security, Sun Microsystems Symantec and Ubiquity. More than 8,000 customers in 65 countries have selected BorderWare's solutions for their superior security, scalability, business continuity and lower total cost-of-ownership. For more information visit

(c) 2005 BorderWare Technologies Inc. All Rights Reserved. BorderWare, SteelGate, MXtreme and SIPassure are trademarks of BorderWare Technologies Inc. All other company and product names may be trademarks or registered trademarks of their respective holders.

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