BlackSpider hatches strategy
Channel-only change for security managed services vendor
Security managed services vendor BlackSpider Technologies has dropped its UK hybrid model to become 100 per cent indirect.
Scott Duncan, UK channel director at BlackSpider, said: "We were working with resellers and customers to get traction, but now we are established we are channel-only. It is important to have a clear channel strategy rather than a slightly murky one."
Michael Darlington, solutions director at Ultima Business Solutions, said: "Resellers will not touch vendors that sell direct. The product has a good service-level agreement and offers a flexible sales model."