Connectivity vendor Ipswitch is piloting a channel programme with distributor Computerlinks to target system builders and local integrators.
The scheme will give VARs the chance to sell high-speed file transfer and connectivity software that system builders would install on servers, for businesses that rely on an online presence.
Ipswitch’s file transfer division has sold direct for 17 years and is best known for plug and play brands such as the WS_FTP.
After netting 40 million users, the company is eyeing up a new set of customers, explained UK sales director Chris Greaves. “We are moving up the value chain and offering more business-like products,” he said.
A new version of the product, MoveIT DMZ 6, will target enterprises looking to shift large amounts of data. The rationale, he explained, is to bring a secure and reliable file transfer and workflow management tool to companies that rely on the efficiency of their web operations.
“Anyone whose brand could be damaged by an online failure, or workflow
bottlenecks, could use this tool,” he said.
Greaves added system builders would make good channel partners as they frequently build and supply communications servers for clients.
“Many SMEs and local authorities use local system builders to supply and integrate their IT as they are guaranteed local support,” said Greaves. “So they could be a good channel to market.”
The company has been secretive about the programme because it needs to attract the right partners that will protect the brand, he added.
“We want to make sure we get it right before we expand. We are calling this a pilot project as we want to tailor it to the feedback we get.”
After early adopters have piloted the channel programme, a major rollout is mooted for January 2009.
File transfer and work flow are two areas that businesses will be anxious to fine-tune, said Carly Loveday, product manager for ebusiness at Computerlinks. “Ipswitch’s success came through good service and support, so it will want to be careful about nurturing the right partners.”
All training will be handled by Computerlinks. “We have been with them for a decade, so know them very well,” she added.
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