Systems and security management vendor BigFix is hoping to add three more UK VARs to its new, invitation-only channel programme as it completes its transition from a direct sales model.
Last month, the firm unveiled PlatformONE, its first global channel scheme. Director of EMEA channels Marco Bussadori revealed that the firm has five UK VARs, but discussions are in an advanced stage with a further three potential recruits. He added that he was on the lookout for managed services providers.
“BigFix has a strong history of success in financial services and government,” he said. “One of the concerted efforts has been to take the company out to the broader enterprise.”
In Europe, sub-5,000-seat firms will be handled exclusively by partners, while bigger companies will be served by a mixed direct and indirect model.
“Our salespeople get a premium for driving opportunities through the channel,” explained Bussadori.
BigFix’s programme divides VARs into Gold and Platinum levels, with the former getting a 40 per cent margin and the latter “a few points more”. Partners addressing the Midlands and the North would be attractive acquisitions, said Bussadori.
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