Wireless intrusion prevention vendor AirTight is keen to grow its UK channel base to prepare for the predicted spike in demand for wireless security technology.
Paul Lawrence, vice president EMEA, said: “We need to accelerate growth and need the channel’s help to achieve this. Although all of our business is indirect, we still have direct touch with customers to generate business for partners.”
Lawrence said the firm is aiming at the high end of the market because larger firms tend to be early adopters.
“The customers we have taken on board so far fit into the top bracket, with finance being the greatest adopter. We are also seeing success in local government, education and manufacturing,” he said.
Lawrence said the main problem that firms are experiencing with wireless security is mobile workers using their machines at home, which tends not to have the same level of security as on the network.
AirTight is not looking to flood the market, but is seeking a mix of wireless and security-focused partners.
“We need to grow organically and sensibly – we don’t want our partners fighting each other on price,” he said.
Manny Pinon, managing director of AirTight partner Manilma, the distribution arm of Ampito Group, said: “We have been working with AirTight for a while. AirTight’s products have the ability to shut down a Windows laptop to prevent anybody using wireless – it is a real value add to a sale.”
Pinon said the distributor is seeing a high level of interest from its reseller base as more firms wake up to the need for wireless security technology.
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