Vigil Software has teamed up with parent company Infinigate vendor partner Ruckus Wireless in the UK and aims to sign 30-odd high-performing new VARs for the vendor during the first 12 months of the partnership.
Infinigate, which bought a majority stake in London-based Vigil four months ago, already works with Ruckus in the DACH region. The partnership has now been expanded into Norway, Sweden, Denmark and the UK. In this country it already works with distribution partners Selcoms and Computerlinks.
Alex Teh, joint managing director of Infinigate UK, denied the move was a departure for the security-focused outfit and stressed his firm's architectural solution selling approach would bring something new to Ruckus' distribution stable. Wireless networking should be seen as a key component of a secure connectivity solution including NAC, two-factor authentication, SSL and mobile device management technology, he argued.
"We see Ruckus as part of a solution set, not a standalone product," said Teh. "We will be a full-service distributor for Ruckus. Marketing material and training will all be pre-planned and pre-built; we will help engage new partners and will hand-hold them through the enablement process."
The Vigil founder added that he hopes to recruit "25 to 30 net new committed partners that are doing significant revenue and are recognised in the Ruckus programme" during the partnership's first year.
"We would like to be in a position of contributing quality to the programme; Ruckus is not short of resellers, but they want resellers that can provide a turnkey service," he said.
Teh (pictured, right) claimed he will investigate other brands from the wider Infinigate Group European portfolio, but stressed that he and partner Murray Pearce retain autonomy over UK operations.
"Infinigate certainly has some interesting vendors in its portfolio that we would be foolish not to investigate," he said. "But there are no givens as to which vendors we work with from a UK perspective."
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