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24 Apr 2008
Security vendor SonicWall has pointed to a recent multimillion-pound UK banking win with partner Vistorm as proof of its progress in the enterprise space.
Since acquiring secure socket layer VPN vendor Aventail, SonicWall has assembled an eight-strong direct-touch team for EMEA to drum up enterprise deals for resellers. The former SME-focused vendor has also recently created a four-strong EMEA telesales team dedicated to large enterprises.
Keith Bird, UK and northern Europe managing director of SonicWall, said: “In the first quarter, we closed a deal with one of the big four banks and went hand in hand with Vistorm. It was worth close to $1m (£500,000) for them.
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“The bank pushed and pushed to buy direct. But we told them we use a channel-only model and will only fulfil deals through partners.”
Bird claimed that SonicWall enjoyed an excellent first quarter in EMEA, growing by 34 per cent year on year.
“We exceeded our goals on our new enterprise-class products, which now generate 20 per cent of EMEA sales. We expect to increase this to 30 per cent by the end of the year,” he said.
“Since the acquisition of Aventail, resellers see us as a real alternative to Cisco and Juniper.”
Duncan Hume, security director at SonicWall distributor Bell Micro, said: “With the direct-touch team, partners have been handed more opportunities in the enterprise space than before.
“SonicWall is still very channel friendly and recognises that resellers and distributors need assistance. Our SonicWall business is still very strong,” he said.
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