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30 Mar 2006
Network security appliance vendor Igaware is looking to expand its UK channel base following the launch of its latest product.
The vendor, which has worked with the channel for the past eight years selling its Gopher Box, has claimed it can offer partners a strong recurring revenue stream with its Igaware Security Box. The product features a firewall, VPN, anti-virus, anti-spam, anti-phishing and content/web filtering functions. Igaware told CRN that it is looking specifi-cally for SME-focused resellers.
Tim Sexton, sales director at Igaware, said: “The type of reseller we are looking for is any organisation that currently sells to SMEs. VARs can earn up to 40 per cent margin with our products, and we provide free training, support and access to lead- generation tools.
“We have had great success with our Gopher Box, and the Security Box is aimed at our typical business customer, which has an average of 20 employees.”
Sexton added that the vendor aims to have 50 VARs on board by the end of the year.
“We want a smallish number of partners because we don’t want any channel conflict to arise,” he said.
Sexton added that the vendor does not use distribution, preferring to deal directly with VARs.
Steven McGuire, managing director of VAR IT First Associates, has worked with Igaware for the past three years.
“Most of our business is in central Scotland. We are seeing particular success in housing associations and voluntary sector organisations,” he said.
“The Igaware product is easy to install, with minimum disruption. We have not experienced any problems with it.”
sara_yirrell@vnu.co.uk
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