Stonesoft manager to push growth strategy

Network security vendor Stonesoft has appointed a new UK and Ireland regional manager to spearhead its aggressive growth strategy.

Ashish Patel, who worked as senior sales manager at e92plus before winning the role at Stonesoft, is planning to revamp the vendor’s channel and place more focus on top-level partners.

Stonesoft works with e92plus as its sole UK distributor and has a three-tier channel strategy, with partners divided into Platinum, Gold and Authorised levels.

Speaking to CRN, Patel said: “I’m looking to rejig the channel a bit. We have about 10 active partners and we hope to aggressively work with them to target new markets. We are also looking to add new channel partners and are hoping to get about 12 to 15 core Platinum and Gold partners to push our growth strategy.”

He added that the firm intends to work hand in hand with partners by using its direct-touch account managers to generate qualified end-user leads for the channel.

Paul Brettle, who previously held the regional manager role and has now taken on the new role of technical manager UK and Ireland at Stonesoft, told CRN: “We are looking for partners that can help us to add even more value. Firms are a lot more aware of their security needs now. They don’t just want to stick in a machine with flashing lights, they want a security solution that works.

“We are in this for the long haul, we want to help our partners and customers grow their business.”

Mukesh Gupta, managing director of e92plus, which has worked with the vendor for four years, said Stonesoft had made good progress in the UK, but still had work to do.

“Stonesoft’s products have gone from strength to strength every year,” he said.

“However, it has traditionally been more technology driven rather than marketing focused, but with Ash – who comes from a sales and marketing background – on board, that will help the firm to get its message to a wider audience.”

Gupta added that the firm still needed to do more to raise awareness of its brand in the market.

“We would also like to see more end-user lead generation through increased marketing from Stonesoft, which I think will encourage more VARs to get on board,” he said.

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