Ian Moyse, UK channel manager at Email Systems, said: “Distribution just doesn’t work. The space we are in is so competitive we have to be on the ball. Our partners have told us they don’t want distribution involved they are happier dealing with us.”
In addition, Email Systems is launching a partner portal that will give its partners access to its own internal system and is allowing selected partners to white label its services either as a co-branded offering, or a ‘powered by’ service.
“Particularly in the SME space these firms don’t know brand names, which means they are closer to the reseller. In return, resellers need quick service, help and support from their vendor to be able to service those customers,” he said. “We are years ahead of the competition with our technology, we just want partners singing from the same hymn sheet.”
Moyse added the firm is also capitalising on the uncertainty caused by Websense’s ongoing acquisition of SurfControl, which owns rival managed services player BlackSpider.
“A lot of our rivals have forgotten what partners want, which is quick pricing and easy access to a vendor,” Moyse said. “We are in a great position, with 80 per cent of BlackSpider resellers selling our products alongside their product set.”
Harnish Patel, senior vice president for EMEA at SurfControl, said: “I don’t feel our business has slowed down at all and we have broken the one million-user mark.”
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