Appliance vendor Network Engines is looking for more partners to increase its market share.
The vendor, which developed its NS series of appliances in partnership with Microsoft to work with its Internet Security and Acceleration (ISA) server 2004, recently appointed Unipalm as its second UK distributor. It also works with InTechnology in the UK.
Speaking to CRN, Gareth Green, general manager EMEA at Network Engines, said: “We recently introduced the Websense Security Suite onto our appliances. It made sense to have both of Websense’s distributors, Unipalm and InTechnology, on board.”
Green added that the vendor wants to talk to “security savvy partners” that work on the Microsoft platform.
“More than half of Websense’s business is ported on ISA,” he said. “Typically VARs are not making much money on ISA. But now, instead of
selling Websense on a white server, they can make margin from the appliance sale.”
He added that markets of interest to the vendor include finance, retail and government because of their ‘multiple branch’ model, which present a “good sales opportunity”.
David Ellis, director of e-security at Unipalm, said: “If you look at the UK and Ireland, 65 per cent of Websense sales are deployed on Microsoft ISA servers, and that is with no hardware sales.
“Partnering with Network Engines gives our Websense resellers that sell into the Microsoft environment, the ability to bolt on hardware sales
on top,” he added. “By doing that they can double their revenues. We are seeing a lot of interest from our re-seller base.”
Today saw 14 of the UK IT channel's biggest hitters come together to determine the winners of CRN's WiC awards. But what does being a WiC judge actually involve? Doug Woodburn reports
'Smaller firms may struggle to keep up with Microsoft's innovation with Dynamics' says CEO Stuart Fenton after acquiring assets from Profile Enterprise Solutions
Pete Peterson admits the firm hasn't always been the 'easiest company to do business with'
New chief exec Aaron Painter says 'longer-term strategy' could see firm tackle the Asian market