Cisco Arms Security VARs

Cisco Systems is trying to grab a bigger share of the security market through new programs that aim to generate channel business in enterprise and SMB accounts.

The vendor this week is rolling out a deal-registration program that rewards solution providers for closing new security business. Also on tap is a new SMB-focused security specialization. The moves come as Cisco fights to maintain share in the crowded security market.

Through its new IP Network Defender Program, an extension of its Opportunity Incentive Program for deal registration, Cisco hopes to tap its partner base to reach out to security-focused IT buyers it hasn't traditionally touched, said Edison Peres, vice president of advanced and core technologies for worldwide channels at Cisco, San Jose, Calif.

"We obviously have a very good relationship with the network buyers, but our partners are the ones that actually have very good relationships with the security [operations] buyers, so this kind of program helps stimulate partners to find those opportunities in that new relationship Cisco is trying to build," he said.

The IP Network Defender Program provides discounts of up to 49 percent on security products to security-specialized partners that register and close new enterprise or SMB accounts or new business within existing accounts.