Network security vendor Stonesoft is aiming to tempt new channel partners in with a free accreditation scheme allowing them to start selling kit without any upfront investment.

The Tech-Start programme is a one-day course covering technical and sales training for Stonesoft’s entire portfolio. VARs can begin selling product straight away and back off installation duties to a distributor.

Ash Patel, UK and Ireland country manager of Stonesoft, said: “We want resellers to make an investment in products and training, but it is a chicken and egg situation. You cannot expect them to stump up £5,000 to £15,000 without seeing any kind of result.”

Stonesoft is set to launch an updated channel programme early next year. It currently has six top-level Global Systems Integrator partners and Patel claimed he would like this to rise to between 10 and 15.

He revealed that Stonesoft has signed five VARs that had been pure Check Point and Juniper partners. “We have also won 20-30 projects that were Cisco or Check Point opportunities,” he added. “We have been hugely successful taking business from those players.”

Patel added that the Tech-Start scheme would give Stonesoft the chance to
show Juniper, Check Point and Cisco resellers “that the grass is greener”.