Internet security vendor SonicWall’s newly appointed head of the EMEA region intends to strengthen channel relationships as he aims for a fourth consecutive quarter of growth.
Keith Bird was recently promoted to managing director for Europe at SonicWall. He previously held the position of managing director of UK and northern Europe for the firm.
Speaking to CRN, Bird said: “We have made three acquisitions recently in the email security, continuous data protection and secure socket layer (SSL) VPN markets. Financially we have had three record quarters, particularly in the UK.”
Bird added that he is looking to increase the amount of support SonicWall provides channel partners, including more lead-generation activity.
“We already provide generous marketing development funds,” he said. “We have consistently invested more than 50 per cent of our overall marketing budget in both resellers and distributors. We will continue to do this.”
Bird said the vendor intends to recruit more reseller partners across Europe, including the UK.
“The market is big enough to expand and there is still an opportunity to increase our market share,” he added. “However, we know that there is a maximum number of suitable partners. We still intend to increase the amount of business generated through our existing reseller base.”
Bird claimed that the vendor will not rule out future acquisitions.
“We always have an eye open for acquisition opportunities and are always looking at ways to help resellers do more business in the marketplace,” he said. “If we see acquisitions as a way to achieve these goals, we will look into that.”
James Aberley, marketing manager at SonicWall distributor Tekdata, welcomed Bird’s promotion.
“We have worked with Keith for the past 18 months,” he said. “He has been very beneficial to both SonicWall and the channel. We look forward to dealing with him in his new role.”
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