Channelnomics

Dell SonicWALL Revamps Live Demo Tool

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Dell Inc. SonicWALL’s Live Demo site has undergone a bit of an overhaul.

Some of the biggest changes are compatibility with iOS and Android-based mobile devices. It also now touts increased global reach and the ability to handle exponentially greater traffic than the previous version. And while the enablement capabilities are a boon for the channel, they also signify that the Round Rock, Tex.-based hardware vendor likely intends to stay the course on its stated security strategy and investments.

The Live Demo site provides a slew of tools for partners and MSPs to test every Dell SonicWALL solution around the clock. For partners, the revamped site serves as a platform for showcasing Dell SonicWall’s entire portfolio and demonstrating various features of each product in real time. Customers can then visit the site to gain hands-on experience with the products in various applications or appliance settings, as well as test and troubleshoot different products and configurations. The refreshed site also equips end users and their respective channel partners with tools to see how the appliances cope with traffic spikes and adapt in granular settings while identifying how ongoing maintenance would be managed.

Dell maintains that the site needed to be updated as customers face new challenges from Bring Your Own Device trends and other disruptive technologies. The refresh became increasingly necessary as the site has experienced a continued surge in popularity — now reaching nearly 100,000 users per year. Reasons are likely attributed to increasingly complex environments, new technologies and limited IT budgets — all of which compel users to demand more hands-on access to security products before they make financial commitments.

“Our Live Demo site is one of the best tools we offer potential customers,” said Matt Medeiros, Dell SonicWALL vice president and general manager of security software. ”Our ability to give IT professionals hands-on access to real products handling actual web traffic allows potential customers to test-drive our entire line of award-winning products.”

The site serves as a valuable enabler for Dell, which is decidedly pumping more resources into its expanding security portfolio. Earlier this year, Dell rolled out a new set of certifications built around its SonicWALL  line, incorporating both a “Network Security Advanced Administration” (NSAA) class and a “Certified SonicWALL Security Professional” (CSSP) certification

Earlier this year, Dell launched a managed Security Information and Event Management service (SIEM), later complemented by the release of a trio of security services incorporating targeted threat surveillance, enterprise brand surveillance and executive threat surveillance.

And those investments have paid off. For its third quarter, Dell reported sinking PC sales, plummeting revenues in its consumer division and almost every other key segment, but lauded SonicWALL sales as one of the company’s few beacons of light. Sales sourced to the unified threat management vendor helped buoy the company’s enterprise solutions and services revenues, which ultimately rose three percent at the end of the company’s third fiscal quarter.

Going forward, it’s clear that while Dell might reconsider investments around less profitable areas, it will likely remain firm on fulfilling its comprehensive security strategy for the foreseeable future. For the channel, that means more product launches bolstered with a wider array of services opportunities. And, as with the Live Demo tool, it also means a reinvigorated partner enablement effort to set the stage for deeper product investments.

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