Security appliance vendor Barracuda has claimed the UK market is large enough to support four UK distributors after signing a pan-European partnership with DNS Arrow.
Barracuda also works with Bell Micro, e92plus and Wick Hill in the UK, but Paul Thackeray, vice president of EMEA, said there are no immediate plans to review the line-up.
“DNS Arrow’s model is quite different from the others. This gives existing
resellers another line of credit and another place to get information and
assistance,” he said.
Barracuda launched its first tiered partner programme at the start of the year and
Thackeray said the vendor would spend the next few months assessing where its 800 UK resellers will be placed.
Top-level Platinum partners must sell £50,000 of kit a month or have four qualified technical and sales staff. Platinum and mid-tier Diamond partners will have access to a deal-registration facility.
The vendor, which grew UK sales by 71 per cent last year, claims to invest nearly a tenth of its sales dollars in its partners via co-op funds.
James Pattinson, security director at DNS Arrow, said: “Barracuda is appliance-based, which is what customers want. Our role is to grow its reseller base by offering training, lead generation and demo equipment.”
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