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30 Nov 2009
Comments:3
Ambitious startup NetPilot Internet Security is aiming to ruffle the feathers of WatchGuard, SonicWALL and Juniper with the help of OEM partner NeoAccel.
Bristol-based NetPilot was formed through a partial management buy-out of vendor Equiinet, which now focuses on e-learning and backup technologies. UTM specialist NetPilot has existing distribution relationships with Bell Micro and Mindshare Security and about 100 UK VARs.
Sales director Jamie Pushman claimed the vendor enjoyed a “close relationship” with about 60 and revealed that he wanted to double that figure. He added resellers could make 35 per cent margins on hardware.
Further reading
“We have a large install base which will bring a lot of recurring revenues,” he said. “We will be pushing our services engagement.”
NetPilot recently signed a deal to include SSL VPN specialist NeoAccel’s technology in its UTM kit. The two firms claimed this would be a key differentiator in the crowded SME marketplace.
NeoAccel’s business development director Nick Morse singled out Fortinet, Juniper and F5 as competitors.
“Resellers selling a product like SonicWALL or WatchGuard are not happy with the margins,” he added.
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Do you agree?
What a Strategy
Show the money and get the business ! What a strategy ... :))
You should spend more time with your resellers!
Posted by James Nickel | 11 Dec 2009
Obvious Watchguard employee
Why bother posting such obvious PR for the company you work for?????
Posted by andrew hurrdle | 02 Dec 2009
Vinod Chamdal - WatchGuard
Late arrival to the UTM market Neocell may find that things have already moved on with the development of new XTM (eXtensible Threat Management) technology. And I am not sure where Jamie Pushman gets his information. A happy, successful and growing channel requires a combination of good margin retention, market leading technology and the right support; and despite these tough times, WatchGuard resellers have just helped to deliver record Q3 revenues and profits.
Posted by Vinod Chamdal | 01 Dec 2009
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