Security outfit Clavister has decided to move to a subscription model to help resellers avoid having to spin large capital investments to their customers.
The outfit said that customers wanted to reduce their CAPEX burden and gain access to technologies that otherwise might have been out of their reach.
It said that there are shedloads of companies that need protection but find the big upfront investment too daunting, its sales team has noticed. By creating a budget-friendly payment and service model, Clavister wants to give its UK resellers and service providers something to tell their clients about.
The service proposition has been shaped in time for its latest product launch, involving new versions of its Firewall systems: NetWall 6000, NetWall 500 and NetWall 100. These all promise 10-40Gbps connectivity options at a “significantly lower price”.
Clavister’s flagship customer is BAE Systems Hägglunds, where it has embedded cyber security into military vehicles for “a western European military organisation”. The security player is also big in the telecoms sector, providing 5G security to a mobile operator in Latin America. It can offer expertise to resellers involved in selling to the public sector, with an access management contract running for a “major Nordics public agency”.
There will be three service levels in the new regime: Essentials, Enhanced and Premium. The first provides all the basics needed for software-defined networking, orchestration and “actionable security intelligence”; the second includes cloud updates, web content filtering and secure remote working; and the Premium level of service brings in artificial intelligence.
Clavister’s chief commercial officer, Przemek Sienkiewicz said that Clavister’s partners and resellers should win new business not just through the entry-level pricing, but by progressing the relationship and differentiating their offerings, tempting the customer up the value chain with more attractive proposals,
