Email security vendor Proofpoint has moved to a two-tier channel model after admitting it could not cope with the growing volume of reseller requests without a distribution partner.
Proofpoint recently leapt back into EMEA with a revamped product range and has since recruited 25 UK resellers.
All partners will now be handled by distributor DNS Arrow, which will offer activities such as training, customised marketing campaigns and demand generation activities.
Oliver Carter, Proofpoint’s EMEA channel director, said: “Though we are investing in our UK team and growing our headcount, we cannot provide immediate response on quotes, webinars and evaluations. A distributor offers extra support.”
He claimed DNS Arrow carries complementary vendors, including VMware and Blue Coat, and could push Proofpoint into new territories.
James Pattinson, security divisional director at DNS Arrow, said the distributor would target resellers of rival IronPort, which was recently acquired by networking giant Cisco.
“Now IronPort is going through the traditional Cisco channel there is no margin in it. IronPort’s traditional security resellers are very excited about Proofpoint’s products,” he said.
Struggling security titan makes three board appointments after investor took 5.8 per cent stake last month
Commvault ousted its CEO in May and has since undergone a radical refocus
As employees demand more flexible working environments, CRN asks how the channel is adapting to the changing working landscape
Wall Street less than impressed with Oracle's growth as cloud numbers remain hidden