Solsoft has launched its Solsoft NP virtual private network (VPN) management software in the UK and is on the look out for resellers to take it into vertical markets.
"We are looking for resellers that sell into the financial and service provider markets as well as other segments which use large IP networks," said Steve Cornish, the company's vice president for northern Europe.
According to Solsoft, the software will increase demand for VPNs because it makes them easier to manage. The product provides single, integrated security policy management for VPNs, firewalls and routers.
"Resellers are looking for value add that will increase their margins and a differentiator [in the software] to help them to make a sale," said Cornish. "This product adds value by enabling the easy definition and management of a security policy and, because it has no competitors, the margins are high."
Solsoft claimed that the software will talk different vendors' equipment, removing the need to understand products on both sides of the VPN.
The company is dealing directly with resellers in an effort to provide appropriate support. "We will work directly with resellers because it is a product that requires support and training," explained Cornish.
However, Bernie Dodwell, sales and marketing director at security distributor Allasso, said he believed vendors that miss out on tier-two distribution are taking risks in a complex market sector.
"The way the security market is made up, there are lots of islands of technology that need to be brought together. Vendors only provide one part of a security solution and resellers add value by bringing them all together," he said. "Value-added distributors understand the whole security spectrum and provide support to resellers."
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