I've spoken with several customers about this cool, new offering, but I am not finding anyone interested in adding a WAF subscription to their current installation. One client went so far as to say that they have a half-dozen webservers, and probably wouldn't spend the cost of a 250-IP WAF license, nor were they likely to bring up a separate box with 10-IP licenses for Network Security and Web App Security.
If the intent is to go after new customers, then that would seem to be the hosting sites, but I can't imagine they don't already have a product in place, and replacing an existing solution requires a lot of prospecting to find people dissatisfied with their current solution.
In any case, I'm at the stage in the selling cycle where the work can be hard: "The most important sale a salesman ever makes is the very first one... to himself." - W. Clement Stone
I think the WAF license should be priced by the number of real-server IPs protected, not by the number of Users protected by the Artaro' other functions. I'd welcome an email exchange with other resellers and/or a public discussion here. Maybe there's something I don't understand.
Cheers - Bob
PS I just realized that my customer could put the 10-IP unit inside the network protected by their 250-IP Astaro, so it wouldn't need a Network Security subscption, only Web App Security.
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