Tumbleweed launches European channel drive

Email security vendor Tumbleweed has launched an aggressive channel push across Europe and plans to have five UK VARs on board by the end of the year.

The vendor has appointed Access Distribution to act as its distributor for the UK, the Netherlands and France, and Ectacom for Germany, Switzerland and Austria to help it set up its European Partner Programme.

Resellers will gain access to Tumbleweed’s secure internet communications products, which are divided into three categories: Mail-Gate, its anti-spam and anti-virus product; SecureTransport, its secure file transfer product; and Validation Authority, which determines the validity of digital certificates.

Soren Bech, business director EMEA for Tumbleweed, said: “I would be happy if we found five resellers in the UK during the next quarter. We will be working closely with our partners during the sales process.”

Although it was too early to confirm categories, Bech said the vendor will probably divide resellers into two different levels.

“The higher level partner will have more skills and will be covering our entire product set, whereas the other level will be more committed to volume selling,” he said.

Martin Vessey, UK country manager at Access Distribution, said: “The growing security market is a key focus for us in Europe, and by partnering with Tumbleweed we can help VARs maximise revenue opportunities.”

But Pat Dunne, business unit manager at Trend Micro said the vendor could have its work cut out.

“Tumbleweed is coming into a mature marketplace and resellers will have already made up their minds about who they are working with. It is unlikely that VARs will suddenly switch allegiance simply because there is a new vendor in town with a new channel programme,” Dunne said.