Internet security vendor BitDefender has launched its first serious offensive on the UK market and is looking to the channel for help.
The vendor has employed the former directors of two UK resellers to help with its indirect push, which also coincides with the release of its latest software, BitDefender v10.
Andi Robinson, former director of Entec, joins as channel manager at BitDefender while Nick Billington, previously director of Tolerant Systems, has been appointed as UK country manager at the vendor.
Speaking to CRN, Billington said: “We already have 50 resellers on board and are looking at a figure of between 200 and 300 by the end of the year.”
He said the vendor is operating a two-tier strategy, with Tekdata and Interactive Ideas as its two UK distributors. The vendor will be running training and certification courses for potential channel partners throughout September.
“Many resellers are fed up with the old incumbent vendors in the market,” he said. “They need a new player that can do the job right and provide them with the right support. We are hoping to fill that void.”
Billington added that BitDefender is offering “healthy margins” to its channel partners.
Resellers will be divided into three levels: Silver, Gold and Platinum. Each tier qualifies for different levels of support.
However, Robinson added the vendor would not rush into choosing suitable partners.
“We don’t want every single VAR and their dog joining our programme, we are going to be selective,” he said. “Our aim is to recruit the right partners, keep things simple and make sure margins are being maintained.”
Mike Trup, managing director of Interactive Ideas, said BitDefender had gained a good reputation in the industry.
“The firm offers a lot of marketing support,” he said. “The vendor is very proactive in helping its channel attract customers and gain traction against the larger brand names out there.” C
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