The VAR Guy

Internet monitoring software vendor Awareness Technologies (ATI) is expanding its channel presence, and has tapped veteran channel chief Ken Totura (pictured) as its first Chief Channel Officer. Totura is a SaaS channel veteran who previously developed recurring revenue partner models at MX Logic. Here’s a closer look at Totura’s new post.

Totura is formerly vice president of channel sales at MX Logic, an e-mail and Web-defense managed service provider recently purchased by McAfee. While at MX Logic, Totura rebuilt its channel program to leverage a cloud-based subscription revenue. Moreover, Totura apparently held a channel post at HEIT, a managed service provider and MSPmentor 100 company (We’re double-checking whether Totura spent time at HEIT.)

In hiring Totura, ATI is seeking to build a sales model that includes partners including service distributors, managed service providers, systems integrators, value-added resellers and network consultants. In addition, the company wants to push its data loss prevention, web filtering, laptop recovery and employee monitoring offerings further into the enterprise. Currently, all four offerings can be installed at the customer site via an agent at the network endpoint.

Totura hopes to gain channel partners by offering ATI’s data loss prevention technology as a service. “By delivering DLP at the end-point in a SaaS mode, ATI has removed the obstacle to widespread adoption. The channel should love this value proposition,” he said in a release announcing his position.

ATI is an interesting company in its own right. In addition to corporate internal threat protection software, the company also offers parental control software, student content filtering, computer spy software and even software to catch a cheating spouse. I’m not sure how successful these offerings would be for the channel, but if ATI sticks to offering only its corporate technology through the channel, as it is planning to do, partners should find a market.

Additional reporting by Joe Panettieri. Sign up for The VAR Guy’s Newsletter; Webcasts and Resource Center; and via RSS; Facebook; Identi.ca; Twitter and VARtweet.

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