Austrian network security vendor Phion is hunting for its first UK resellers as part of a European expansion drive.
Phion already claims to be the fourth largest network security vendor in central Europe behind Cisco, Juniper and Check Point.
Having recently launched in Benelux, Italy, Eastern Europe and the Middle East, Phion has recruited former Astaro UK sales director Shameem Ibrahim to spearhead its channel push in the UK.
Phion’s partner programme is split into three levels, with top-level Platinum resellers netting 25 per cent discount, Gold partners 20 per cent and Silver partners 15 per cent.
The vendor, which last year listed on the Vienna stock exchange, has just kicked off a telemarketing campaign to generate leads for potential partners.
Ibrahim said: “The campaign will focus on the sectors where we have had wins
in the past: government, finance, and manufacturing. We will then farm out the
leads to partners.”
Ibrahim said Phion wants to partner with security VARs with technical pre-sales resources targeting mid to large enterprises.
“We have just won a deal with the German Post Office where we will be deploying in 2,500 locations. This gives you an idea of the technology we have,” he said.
Wieland Alge, founder and chief executive of Phion, claimed the firm’s arrival in the UK presents an opportunity for resellers to earn higher margins in a maturing market.
“A huge problem for resellers in the firewall and unified threat management market is it is now relatively mature. If you are a smaller reseller pitching with Cisco, Juniper or Check Point, you will always lose because the margins are so low. We offer the fast mover a chance to re-conquer a part of this market,” he said.
However, Ian Kilpatrick, chairman of security distributor Wick Hill, said: “The network security market is a tough place to be, particularly as a newcomer. If Phion does not do its utmost to create market awareness, even having a large number of resellers on board will not make any difference.”
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