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19 Sep 2008
Email security vendor Proofpoint has moved to a two-tier channel model after admitting it could not cope with the growing volume of reseller requests without a distribution partner.
Proofpoint recently leapt back into EMEA with a revamped product range and has since recruited 25 UK resellers.
All partners will now be handled by distributor DNS Arrow, which will offer activities such as training, customised marketing campaigns and demand generation activities.
Further reading
Oliver Carter, Proofpoint’s EMEA channel director, said: “Though we are investing in our UK team and growing our headcount, we cannot provide immediate response on quotes, webinars and evaluations. A distributor offers extra support.”
He claimed DNS Arrow carries complementary vendors, including VMware and Blue Coat, and could push Proofpoint into new territories.
James Pattinson, security divisional director at DNS Arrow, said the distributor would target resellers of rival IronPort, which was recently acquired by networking giant Cisco.
“Now IronPort is going through the traditional Cisco channel there is no margin in it. IronPort’s traditional security resellers are very excited about Proofpoint’s products,” he said.
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