eSoft signs C-MI Labs to take market share

Finn: Increased demand for internet security from UK partners encouraged eSoft to expand

Internet security appliance vendor eSoft has signed-up C-MI Labs as its second UK distributor as the firm looks to grab a larger portion of the UK market.

The vendor, which is snapping at the heels of industry giants such as SonicWall, Fortinet, Astaro, Barracuda, Websense and Blue Coat, also works with Bell Micro in the region (CRN, 20 November).

Speaking to CRN, Jeff Finn, chief executive of eSoft, said: “With regards to the UK, we have been in reactive mode and had a number of partners that we serviced from the US. However,
several months ago we started to see more demand from UK partners and set up our office in Bracknell. That is when we signed with Bell and started working with some good resellers through them.”

Finn said the addition of C-MI Labs to its distributor portfolio will bring a specialist distribution approach to its strategy and would not clash with Bell more broadline strategy.

“C-MI Labs is very focused and does not carry an enormous range
of products,” Finn said. “There are certain VARs we can reach through Bell and others we can reach through C-MI.”

He added the vendor is confident of stealing a march on rival vendors because of the high margins and recurring revenue model eSoft can provide its partners.

“We will work with resellers on the renewal process, whereas other vendors will try and take customers direct,” Finn said.

Neil Patmore, marketing director at C-MI, said: “We looked at eSoft because we were in need of a unified threat management box and its product fitted the bill. It is still early doors at the moment, but we are already seeing some interest from a number of our larger partners.”

Duncan Hume, security divisional manager at Bell, said: “We don’t have an issue with C-MI signing eSoft. It doesn’t address the same reseller base that we address and we are not concerned about it at all. ESoft has some good technology and we have already had some very positive feedback from our customer base.”