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15 May 2006
Security vendor BigFix is looking to double its UK reseller base within the next six months.
The firm, which specialises in security configuration management software, services and solutions, currently works with six UK partners including Pentura, Nebulas Security and Satisnet. It is also looking to recruit partners across EMEA.
Colin Gray, EMEA managing director of BigFix, told CRN: “We are starting to get more traction with bigger customers. We are also getting more exposure to both end-users and to partners, and as a result would like to add some more integrator-level partners to our programme.”
He added that the firm will provide partners with training and will equip partners with tools to help sell its products, including a virtual system for demo purposes. BigFix will also offer increased co-op marketing funds and lead generation.
“The main reason we are expanding our reseller base is when we put our software in front of people, they recognise that ours is a very different way of doing things,” he said. “We can’t sell to customers by building a direct salesforce. We need partners.”
Gray added that the vendor is also considering adding tiers to its partner programme, but said it was too early to go into more detail.
Steve Smith, managing director of Pentura, said: “We are not concerned by BigFix finding other partners. We work in a consultative way with its products and it forms part of an overall solution for our customers in both end-point security and configuration management.”
Smith added that his firm has worked with BigFix for a couple of years in the UK and felt it has a “head start” over the competition.
“Our BigFix business is definitely growing,” he said. “We would like to see BigFix do more marketing over the next 12 months to raise its profile further.”
sara_yirrell@vnu.co.uk
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