Interview with Alex Thurber, VP of WatchGuard Global Sales
Q & A with Alex Thurber, VP of Global Sales
Q: What's the best piece of advice you have for WatchGuard partners?
A: My single biggest suggestion to you is to be bold. Don't let your customers make the mistake of only installing base level firewall technology. To be properly protected in today's world you need protection against the wide spectrum of threats. At a MINIMUM, everyone needs advanced malware protection provided by APT Blocker. But, you are doing your clients a disservice if you don't push them to move to the overall protection package they need.
Q: What's the best way to introduce WatchGuard Dimension in the sales cycle?
A: Make sure you understand WatchMode. You now have the opportunity to demonstrate, in real time, exactly what is going on in your customers' networks. Make sure that you understand this powerful new tool and that your pre-sales teams are comfortable using it. Your team, along with WatchMode, can show your prospects just what they are missing if they aren't using Fireware running on a Firebox or XTM appliance and displayed through Dimension. On-demand WatchMode training is available here.
Q: At a high level, how do you see network security sales in the next three quarters?
A: I've been in the security business for more than 20 years and each year it seems as if the demand for security couldn't get better – and then, here we are at 2015, and demand is just exploding. Threats are getting more complicated and our mutual customers are relying on us – on you – to ensure that they are as safe as they can be. We've got the technology – you've got the relationships and the local expertise – the combination is perfect.