US-based AlgoSec has launched a global partner programme that will give partners self-sufficiency, according to Bruno Weinberger, VP of strategic alliances.
The vendor, which specialises in network security management, has launched the global programme in an effort to recruit more partners, with an emphasis on recruiting in the UK and Northern Europe.
"The main idea of this programme is to allow our partners to become more self-sufficient," Weinberger (pictured) told CRN. "In the past, AlgoSec was very involved in the delivery [of the solution], and the idea is to transfer a lot of that responsibility to the partner, and enable them with tools and knowledge.
"It's a gradual process with hand-holding to make sure customers don't suffer. The idea [behind the programme] is that demand is growing significantly and we wanted to allow the ecosystem to do business easier and faster."
The vendor already has 20 to 30 partners in the UK and is looking to increase this number to 50 over the next three years. It has an office in London, which houses 10 employees.
Weinberger claims that partners will benefit "lucratively" from the programme, stating that AlgoSec offers relatively high profit margins, along with the opportunity to sell services around its product.
AlgoSec claims it has invested heavily in its channel partner programme, including forming a channel team, of which Weinberger is the head.
He says the new programme is a result of an unfocused channel strategy in the past, which saw regional sales managers running channel relationships.
"As the operation grew, we realised that a more dedicated focus was required, looking at the channel relationships themselves and connecting all the dots...we decided that it was a required next step to run a more mature business and focus on our partners as an enabler to do business in the market," he added.
Weinberger says that the vendor has "invested significantly" in a professional services organisation that will work with partners to train them and support them in their self-sufficiency.
"We've done a lot of investment to enable this channel approach. The main barrier to not doing this sooner was because we wanted to make sure there was enough market to sustain the recruiting organisational channel and we feel now is the right time," he said.
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