Three former Integralis employees are pressing ahead with their new market-seeding outfit for emerging vendors.
Cirrus, which bills itself as a distributor and incubator, was founded a year ago by Mark Kacary, Shaun Piper and Martin Woolley.
Kacary said that Cirrus differs from other distributors because its relationship with a vendor always starts with a three-month engagement period.
This sees Cirrus gathering feedback from 20-30 users and resellers in its ‘stakeholder network’ to determine if the product is suitable for the UK market.
“After this point it can go a number of ways,” explained Kacary.
“We may tell them not to waste their money. In some instances they ask us to work for them from a distribution point of view. Sometimes we do not feel it is right for us and pass it on to another distributor.”
Kacary argued the economic climate has made resellers more risk averse and that Cirrus could act as a filter on their behalf.
“Because we have our stakeholder network and all come from a background of selling to end users, we can validate whether or not it is a suitable product,” he explained.
Barrie Desmond, business development director at Hampshire-based VADition, said Cirrus’ business model reminded him of dotcom-era firm Congress, which he said helped to seed the market for the likes of NetScreen and Alteon.
“It is not dissimilar to VADition’s model,” he added. “But we do the market testing through partners as opposed to having our own accounts.
“The problem with Cirrus’ model is scaling it. The vendors will become dependent on the principals of the business, making it difficult for them to take on more technologies,” said Desmond.
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