WAN optimisation vendor Exinda wants to lean on new distribution partner VADition to help it crack the enterprise space as it strives to double UK sales this year.
The vendor now has about 10 partners with which it regularly transacts in the UK and wants to work with as many as 20. Hampshire-based VADition recently became Exinda's second UK distributor, joining incumbent Exclusive Networks.
Exinda's UK and Ireland country manager, Juan Lyall, said: "The reason we have signed a new distribution partner is to take us into more enterprise-class deals. With VADition, we have a vehicle to take us into a number of enterprise-class partners and into more enterprise-class end users."
Vice president of marketing Kevin Suitor said the vendor would like to work with a select band of large systems integrators (SIs) and a supporting cast of smaller specialists.
"In the UK, we could support one or two [SIs]," he said. "The majority needs to be boutique players with a strong Rolodex. We need that blend. The first thing an ideal partner would have is a passion for the space.
"Our partners [would] have a networking background and, in the past, [would] have sold a competitive product. We are seeing people that previously sold Packeteer or Riverbed who now want to sell a unified offering."
Suitor claimed that Exinda grew 2010 sales about 70 per cent globally, with UK revenue more than trebling. The firm is gunning for a similar worldwide rate this year, and Suitor forecast that UK turnover could as much as double.
Barrie Desmond (pictured), director of VADition, claimed the distributor now has a compelling proposition around LAN with "[firewall vendor] Palo Alto on the inside and Exinda on the outside".
"Organisations have lost control of their IT assets and the starting point for regaining control is a visibility of what is happening with their infrastructure," he added.
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