NetConnect whips VARs into shape for ISS

NetStore's reseller division, NetConnect, will train VARs and end-users on behalf of Internet Security Systems (ISS), following the vendor's decision to outsource its training operation.

NetConnect was acquired by NetStore in April as the ASP attempted to boost its services offering.

According to Stephen Bacon, director at NetConnect, the company already provides training for Nokia and Check Point, and ISS offered an "ideal" expansion.

"We are growing our training business as part of our services expansion," he said. "In the past two years product margins have declined dramatically, and we have put a big emphasis on training, which is as important as managed services."

Richard Millar, UK and Ireland managing director of ISS, said the vendor wanted to bring in specialists to take over the training.

"This gives us greater geographical reach in the marketplace because before we were limited to one training centre in London," he said.

David Ellis, director of security at ISS distributor Unipalm, said the move makes sense because resellers with training divisions are ideally positioned.

"They understand the market better than the vendors and are closer to the people receiving the training," he said.

karl_flinders@vnu.co.uk