BlackSpider wants to catch more VARs
Data Connect signing will be the first of many, claims services vendor, as it continues recruitment drive
Security managed services vendor BlackSpider is hoping to quadruple its UK partner base over the next 12 months.
The firm last week signed services VAR Data Connect as its most recent partner, but told CRN that this would be the first of several signings over the summer.
Ian Moyse, UK channel sales director at BlackSpider, said: “A lot of resellers are coming to us because their customers are demanding our servi-ces, and we are getting really good feedback. This is particularly good, considering we have not done that much to promote the fact that we are looking for partners.
“Data Connect is the eighth partner we have signed since we started our recruitment drive and we now have about 25 partners in the UK. I would like to see that increased to 75 or 100 partners by the end of our next fiscal year.”
Moyse added that the firm is enjoying a high rate of lead conversions, which has made it an attractive proposition to partners.
“At the moment about 85 per cent of customers that trial our service actually end up implementing it,” he claimed.
The firm is looking for partners with the right geographical coverage, Moyse added. In particular, it is keen to recruit VARs in Scotland, the Channel Islands, the South West and the North East.
“We tend to have partners concentrated in one area, and while a partner based elsewhere is completely capable of dealing with a customer in another area, sometimes it is better to deal with someone locally because it makes it easier for customers,” Moyse said.
BlackSpider is also seeing particular success in horizontal sectors, such as retail, charities and legal markets, he added.
Simon Kean, managing director of Data Connect said: “We have had a lot of customer feedback already about BlackSpider, primarily because it has such good technology backing its service and its service levels are of a very high quality.
“It is very important for many companies to have a real relationship with their service provider. We can work closely with BlackSpider to ensure our customers get the level of service they deserve.”
Kean added that Data Connect has already experienced success across the board with BlackSpider’s services, and in particular the reseller is experiencing increased demand in the media sector.