Phoenix on target for channel recruitment
Phoenix Technologies' Trusted Partner Network recruitment drive is working
Less than two months after its EMEA launch, endpoint security software vendor Phoenix Technologies is well on the way to reaching its channel recruitment target.
The firm operates a two-tier model in the UK, with Wick Hill as its master distributor. Phoenix Technologies originally launched its Trusted Partner Network recruitment drive back in May (CRN, 30 May).
The firm has three flagship products: ImageCast 6, RecoverPro and TrustConnector.
Kort Van Bronkhorst, vice-president of marketing at Phoenix Technologies, said: “We have recruited between 800 and 900 partners worldwide. We are now slowing down the recruitment phase and spending time helping to train and activate our partners. However, we are still taking new partners on board across all territories.”
Van Bronkhorst claimed that Phoenix’s products appeal to the channel because they are scalable from the smallest of firms to those with 10,000-plus users. The products are sold on a per-seat licensing basis.
He added that all partners have been recruited at the same level, but the vendor is planning to add tiers to its channel programme at a later date. Partners are likely to be grouped into either Elite, Premier or Select levels. Phoenix is also gearing up to launch a developer programme, aimed at ISVs, Van Bronkhorst said.
Ian Kilpatrick, managing director of distributor Wick Hill Group, is pleased with Phoenix’s progress.
“We have seen a lot of interest from both the channel and end-users,” he said. “SMEs particularly like the products on a subscription basis because it keeps costs down. However, we are also seeing demand from the larger system integrators as well.”
Kilpatrick added that Wick Hill is busy recruiting partners on behalf of Phoenix. It is looking for three different levels of partner: SME resellers, mid-market VARs and large integrator partners.