Bloxx aims to entice resellers for model shift

Eamonn Doyle: We plan to reduce direct sales as we build up the channel.

Web filtering vendor Bloxx hopes to recruit a dozen resellers over the next three months as it ports more of its business to a channel model.

The Scotland-based vendor has claimed 70 per cent growth since it launched its Tru-View Technology web filtering appliance last April. It was also recently ranked in Deloitte Technology’s list of fast growing UK technology outfits.

Eamonn Doyle, managing director of Bloxx, stressed that the firm was hunting for resellers that already had expertise in web filtering or vertical markets such as education.

It currently draws two-thirds of revenues from its direct sales arm.
“Websense and SurfControl resellers are ultimately seeing two channels and two product sets merging into one, and we can offer them a differentiator,” Doyle said.

“We approach the market in a different way. We have an appliance solution, a no-cost per user model and believe we offer a unique level of filtering.”

Doyle said that fully trained and committed resellers could earn up to 30 per cent margin.
“We plan to reduce direct sales as we build up the channel and focus our own sales force largely on government,” he added.

Current Bloxx partners include Network Technology Solutions (NTS), Secon, Cygnia and Lan2Lan.
Jonathan Lassman, managing director of NTS, said: “I believe we are Bloxx’s largest reseller. Its technology does what it says on the tin and is affordable.

“The whole market is moving towards appliances and people do not want to use a per-user licen-
sing model. Bloxx ticks all of the
right boxes.”