Network encryption vendor Certes Networks has enlisted security channel veteran Bernie Dodwell as part of its efforts to "reinvigorate" its EMEA business.
Dodwell (pictured) started at the Pittsburgh-based vendor this week in the role of EMEA business development and channel director, alongside the firm's new vice president of EMEA, Paul German.
"The new management has been appointed to drive and reinvigorate the EMEA business," said Dodwell, who has previously worked for Westcon, Wick Hill and Allasso.
"They were selling at a technical, rather than commercial level, and the channel strategy was a mess. We have been brought in to tidy it up."
Certes claims to differ from rivals by encrypting at Layer 2, 3 and 4 with a single solution, which Dodwell said overcomes the network segmentation issues that dog security managers.
The vendor, which was founded in 2002 and whose European customers include the European Commission and AT&T, is poised with a big pile of cash for prospective partners to spend on marketing, Dodwell promised, adding that the goal now is to recruit 50 to 60 partners across EMEA.
"Certes significantly simplifies encrypting any device to any solution across any type of network," Dodwell said.
"The product is solid – it has had over $90m (£59m) spent on its development – but the focus now is not on development but on marketing, commercial and channel development. We have got dollars for marketing."
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