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02 Jan 2007
Security vendor Data Encryption Systems (DES) is looking to extend the reach of its flagship data encryption software product, Deslock+, by courting resellers for the first time.
The company has historically sold direct, but having reached critical mass with Deslock+ since its launch at the end of 2005, DES is turning to the channel to help it achieve mainstream penetration.
Recently appointed sales manager, Steve Sharp, has been tasked with establishing a channel. “In the past, data encryption has been mainly designed with software developers in mind but Deslock+ is easy to use so it can be used by anyone,” he said. “DES now wants to take Deslock+ to the masses.”
Sharp is looking for a select number of resellers as well as distribution partners.
“I don’t think the product will appeal to broadline distributors yet,” he said. “Specialist distributors are more our target, but if a broadliner was interested then that would be good.
“I don’t want to flood the market with resellers. I’d probably like two or three in the UK and 10-15 in the US. When you have a select number of VARs you can service them better.”
Sharp wants resellers with data encryption experience, but also those that recognise an opportunity, as he believes the data encryption market is about to boom.
“The pricing that I have put together will give VARs healthy margins,” Sharp claimed. “In the UK a reseller can buy a licence for £30 that will retail at £65.”
David Ellis, director of e-security at distributor Computerlinks, said: “The data encryption market is growing; end-users are far more aware of it now. Due to the increase in mobile devices, people realise that data is at risk if these devices get lost.”
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