E92plus will supply Websense’s range of web security and web filtering products to its SME reseller base.
Frank Coggrave, regional director at Websense EMEA, said this latest partnership fits in well with the vendor’s existing distributors – Computerlinks (formerly Unipalm) and InTechnology – because it covers a new, mainly untapped market.
“We don’t see this as a replacement for our existing distributors, we see it as a new opportunity,” he said.
“We are dominant in the enterprise space with our technology and have most of the large organisations on our books. The opportunity now is to get into the SME space because issues have changed within that sector. Although many managing directors still claim to trust employees, the new security threats that are constantly emerging means they should not necessarily trust the outside world.”
Mukesh Gupta, managing director of e92plus, told CRN that the partnership is a good example of the distributor’s recent change of focus to capitalise on the SME market.
“We have been concentrating on our SME strategy for the past seven months to ensure that we completely understand the marketplace,” he said. “What we are now able to offer vendors such as Websense is a strategy to get into that space and be able to create a viable revenue stream for resellers.”
Gupta added that the distributor classes SMEs as firms with one to 1,000 employees.
“The SME market is an area that everybody wants to get into, but getting there is difficult,” he said. “We do deal with larger customers, but the SME sector is our sweet spot.”
He added that Websense is very committed to the SME space and claimed the distributor is “miles ahead of its nearest competition”.
He said: “We are very excited about our partnership with Websense. It is making the financial commitment and is determined to make a good impression in the SME sector.”
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