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16 Mar 2007
Hosted email security firm Softscan is embarking on a reseller recruitment drive as it looks to widen its UK footprint.
The firm, which counts MessageLabs as its biggest competitor in the UK, is offering potential channel partners an added sweetener in the form of a complete entertainment centre based on services sold, as well as the traditional commission.
Phil Watts, managing director of Softscan UK, told CRN there was no limit to the number of partners the vendor was targeting.
“There is no real category of VAR that we are looking for,” he said. “The good thing about our products is that anyone can sell them, although we would be interested in talking to VARs with a managed services and security background.”
Watts added that the vendor runs regular lead-generation campaigns to drum up qualified leads for its channel partners, as well as offering full technical and sales training.
“This is an opportunity for an SME VAR that wants to make extra margin,” he said. “We will be there to help them close a deal and will do everything for them in terms of support.”
Watts added that Softscan’s sweet spot is generally firms with between five and 1,000 employees. The firm has seen recent success in verticals such as the legal sector, local government and education.
Clive Longbottom, service director at analyst firm Quocirca, said: “Security services is a rapidly commoditising market. Once an end-user has decided to go with one solution it is very difficult to get them to swap. This means resellers have their work cut out.
“Softscan seems to be doing a good job in the UK, but it still has a bit of work to do before its services are adopted on the same scale as MessageLabs.”
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