Webroot's global channel boss has said he is on a mission to win back channel partners that stopped working with the firm when it overhauled its business last year.
At the end of 2011, Webroot pulled out of the email security market and introduced a minimum order value for partners on its web security offering, causing uproar among its channel.
The vendor has been keen to allay channel concerns throughout its transition and today Webroot's vice president of global channel and technical sales Charles Tomeo said the firm is making good progress in winning back disillusioned VARs who stopped working with them after the changes.
He said of the 30 Webroot partners in the UK today, about a dozen are partners who have come back to the vendor.
"We have a mixture [of new partners] – some stopped doing business with us so we went out and sold them on how we can work together," he said. "We have net new partners and we are working to recover partners as well. It makes sense.
"It's a close-knit community and everyone talks to one another, it frankly doesn't benefit Webroot if everyone is negative and we just look for new [partners] and hopefully cherry-pick those out. It's about making sure everyone is comfortable with what we're doing."
Tomeo added that his own open attitude with partners is helping the firm to win back more trust in the channel. He said that by communicating with the channel about how to move forward, he has kept most partners happy.
"Absolutely, [some partners have moved on] but it is because they don't fit with the direction we're going in, and I respect that," he said. "I can't tell them how to do their business."
In the UK, 90 per cent of Webroot's business goes through the channel. Tomeo insisted that any gripes that the vendor has taken business direct have been resolved, but challenges still remain.
"We are not going after [resellers'] customers, we want to work with them," he said. "But when all is said and done, one thing I can't control is how the customer wants to buy."
Since its exit from the email security market Tomeo said the firm is focusing on its end-point and mobile security business, a decision Webroot distributor Prianto's managing director Yuri Pasea said was a good move.
"Some partners were disappointed [with the email market exit] but it was Webroot's decision to focus on other products, and they are some of the best in the market so we are pleased to be working with them," he said.
"We've enjoyed a good relationship since we started working with them last year but we have noticed [a renewed channel focus]. We have made suggestions on where to go in the channel and they have been very receptive and acted on it."
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