Anti-virus and anti-spam vendor Sybari Software is hoping to boost channel coffers following a two-year agreement with educational group Eduserv Chest.
The organisation supplies software and other data to education bodies across the UK and abroad, and has signed a number of agreements with selected vendors, allowing colleges and universities to buy IT products at an agreed reduced price.
Julian Bogajski, commercial director at Sybari, said one key aspect Eduserv Chest had looked at was security. "Viruses are most destructive and students are receiving spam. Our product makes it easier for the IT departments of education organisations to control this," he said.
"Eduserv is at the top of the pyramid, but fulfilment of all contracts will be done through selected resellers. As a result, VARs joining us on the project had to have a strong presence in the education market, and also an understanding of IT security."
Sybari is initially working with four VARs: Foursys, Civica, Phoenix Software and Oliis.
"Between them they have good geographical coverage and sufficient knowledge of Sybari," said Bogajski.
But he added that the vendor has not ruled out signing more partners to the project if it is successful.
"This is part of our channel drive. We want to be seen as a channel-friendly company, because 95 per cent of our sales go through partners," Bogajski said.
Paul Prior, managing director of VAR Foursys, Sybari's largest UK reseller, was bullish about the partnership.
"The Eduserv programme is a bit like an accreditation, which makes it easier to sell products into the higher-education sector. They get a far more competitive price and a brand that they know they can trust," he said.
"As a result we have increased sales for education with Sybari quite significantly, and we are confident of doubling those sales in the coming year."
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