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19 Aug 2009
Anti-virus vendor Trend Micro has assembled a dedicated sales team to drum up business for partners in the upper mid-market.
The three-strong unit will focus on identifying new deals among firms with more than 500 seats, before feeding them back to channel partners.
Trend has always had a dedicated sales team focused on its 400 named enterprise accounts. But Caroline Hodson, head of UK channel sales and marketing at Trend Micro, claimed that upper mid-market firms with between 500 and 2,500 heads are now demanding a similar level of direct touch.
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“If you look at 1,000-user organisations, they think of themselves as enterprises and want direct touch with the vendor,” she said.
The three new staff sit within Trend’s channel team and are territory based.
“The traction we have seen already has been really positive,” said Hodson. “We did a call-out day with a partner and by the end of the day they had a £500,000 pipeline.”
Hodson revealed that Trend is continuing to enjoy double-digit growth in its UK business.
“We are seeing in excess of 30 per cent growth year on year in all segments and it doesn’t seem to be slowing down at all,” she said.
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