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NetIQ turns to partners for EMEA growth

Vendor looks to add a handful of partners in all key territories to support indirect push

Ian McKay: There is a recognition that we will only achieve significant growth through smart partnerships

NetIQ aims to generate half of its EMEA turnover from partners within 18 months, following a top-down diktat to become more channel friendly.

As part of private equity-backed software firm Attachmate, NetIQ focuses on enterprise systems management, unified communiactions management, ID and access management, and security and compliance management.

Since April, the US-based outfit has launched a partner programme, boosted its channel account management team and created the post of director of EMEA channel and strategic alliances.

Ian McKay, who fills that role, said the channel currently generates a minority of overall sales.

“There is a recognition that we will only achieve significant growth through smart partnerships with business partners. This is a top-down commitment up to chief executive level.

“We can work alongside partners by taking a high-integrity approach and being very transparent about which end users we sell into,” he added.

McKay said he was looking to recruit three new partners in each of its seven key EMEA regions, including the UK, where Northdoor has already been signed as a managed service provider (MSP) for its security, identity and access management solutions.

“Security and compliance management are very interesting right now because of the sheer activity in that market and the number of drivers we are seeing there,” said McKay.

NetIQ already has 20 to 30 UK reseller and MSP partners, he added. Under the new programme they will get access to training, joint marketing and account management benefits.