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25 Aug 2006
Security and networking distributor equIP has widened its vendor stable by signing an exclusive UK distribution agreement with US encryption vendor Ingrian.
EquIP will recruit and train a UK channel on behalf of Ingrian to push its flagship DataSecure Platform.
Jon Shaw, European sales director at Ingrian, said the vendor was initially looking to recruit five to six strategic resellers in the UK.
“Our product is quite niche,” he said. “Typical security resellers may not be interested. It will appeal more to high-end VARs that have some professional services capabilities.”
Shaw added that Ingrian chose equIP because of its experience in helping US start-ups in the UK build market share.
“EquIP knows what it is doing,” he said. “In the past we have had a scattergun approach to the UK. We didn’t have any real presence, but now we are changing our focus.”
Grahame Smee, managing director of equIP, said: “This partnership is in keeping with our security strategy. It will allow VARs to protect customer data in situ rather than in transit.”
Smee added that Ingrian’s products will appeal to resellers that work in the financial sector because the technology is geared towards firms that handle sensitive information such as credit cards and financial details.
“We will sign up resellers for Ingrian and providing training,” Smee said. “We are also going to generate interest from end-users.”
Separately, in October equIP will hold two sales workshops in Reading that are free of charge to VARs that register for the event on equIP’s web site. Subjects covered include how to spot sales opportunities and what security issues are driving the marketplace.
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