Endpoint security vendor Sygate is aggressively amassing a UK channel after making the switch from direct sales at the beginning of the year.
The firm, which specialises in security at the device level rather than overall network level, launched in Europe last year as a direct vendor, but as its customer base mushroomed it quickly realised the need for an indirect route to market.
"We now intend to have a 100 per cent channel strategy in Europe," said Ruth Bowen, alliance and channels director for EMEA at Sygate.
Bowen added that the firm has already signed 30 VARs in Europe, six of which are in the UK, since it launched the indirect strategy earlier this year, but it is still looking to recruit a few additional partners.
"We are looking for partners with a security specialisation that can offer complementary products such as anti-spam, firewalls and intrusion prevention as part of a solution," she said.
Sygate has also established technical partnerships with vendors such as Nortel, Enterasys, Extreme, NetScreen and Aventail, she added.
The firm will concentrate on getting partners certified this year before devising joint business plans and sales strategies in time for 2005. Sygate is also working on a channel co-op marketing programme, Bowen said.
"We are not looking for a huge number of partners, but the channel is an integral part of our business and we want to get it right first time," she said.
Clive Longbottom, service director at Quocirca, said Sygate's strategy makes sense.
"The fact that Sygate understands security is moving away from being seen as something that gets bolted on later is a strength. It means partners can add to their value proposition by including Sygate as part of their overall offering," he said.
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