Security vendor SurfControl is planning to continue recruiting resellers this year, after the channel helped it to a bumper 2003.
The vendor, which has 650 partners worldwide, doubled its UK channel to 40 partners last year.
It has claimed the threat of spam and enterprises' need for multifunction products and email management tools make VARs the best route to market.
Martino Corbelli, marketing director at SurfControl, said the firm started its UK life in 2000 with a direct model, but soon saw the advantage of selling indirect.
"This year has started relentlessly, with no let-up in sales and reseller recruitment, and there is no reason why it shouldn't double this year," he said. "To be a successful IT company you must embrace the channel."
Corbelli claimed direct-selling vendors in the security space are missing out because they are focusing on only one area. "Spam is pushing demand along, but it is only part of the filtering issue," he said.
Gary Duke, sales director at SurfControl Gold reseller partner Lan2Lan, said email is critical to end-users.
"The SurfControl products cover security in different areas, such as instant messaging control," he said. "This is a major issue for our customers because it opens a back door to the network."
Duke added that as a SurfControl reseller Lan2Lan receives support when providing proof-of-concept pilot studies, through test equipment, and is able to provide consultancy services on wider security issues.
"Anyone can put software in but success depends on the way it is installed," he said.
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