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Vendor Zeus Technology is planning to further increase its channel reach and shift 90 per cent of its global business indirect.
The web traffic and application management firm is turning its back on a direct approach and looking to add new partners to its channel ranks.
Steve Webb, vice-president of sales for Zeus, told CRN: “Globally, we are doing 30 to 40 per cent of our business indirect, but in the UK it is more than that. Historically, we sold direct, but we are in the process of becoming more channel focused.”
Webb added that Zeus operates a two-tier channel model in the UK through distributors OpenPSL and the combined distribution group of Clarity and equIP.
“We avoid channel conflict and will positively discriminate in favour of our partners,” Webb said. “I will not be happy until we are 90 per cent channel based.”
Webb said Zeus has 10 to 12 active partners in the UK. The vendor aims to increase this figure, but no specific recruitment target has been set.
“We work with two types of firms: traditional networking firms and application-centric partners,” he said.
Webb claimed that none of Zeus’ rivals can boast a channel base of partners with a background in both networking and applications.
Paul Jenkinson, UK channel manager of rival vendor F5 Networks, said: “It is probably the right strategy for Zeus [to move more indirect], but it takes a big investment to do this. It is easy to say you want to move 90 per cent indirect, but it depends if Zeus is willing to invest in the channel.”
trevor_treharne@vnu.co.uk
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