Reflex Magnetics feels pull of indirect model
Vendor makes switch from direct sales model
Endpoint security vendor Reflex Magnetics is switching from a direct sales model to a channel model and is looking to establish a tight network of resellers.
The vendor, which started out 22 years ago as a magnetic media provider, evolved into an anti-virus specialist with its flagship DiskNet software, and has recently launched DiskNet Pro, its enterprise version.
It recently signed Computacenter as its first UK VAR and is looking for a further 10 to 20 partners in the coming year.
Andy Campbell, managing director of Reflex Magnetics, said: “Historically in the UK we have always gone direct. When we started out it was a very immature market that required a consultative sell, and the channel didn’t have that many experts. However, that has all changed, and we are ready to take our message to a wider target audience.”
Campbell added that the vendor has traditionally specialised in the defence side of the market. It will ‘ringfence’ its direct sales team into the Ministry of Defence business.
“We are hoping the channel will help us get into other markets. We are not yet ready to give up our core business to the channel, but that could change depending on how it goes,” Campbell said.
He added that the firm will put proper training and a channel programme in place. It eventually plans to tier partners into different levels.
George Anderson, security solutions business development manager at Computacenter, said: “After a product evaluation last November, Reflex Magnetics came out with the highest scores. Because a lot of firms are concerned about USB devices and controlling endpoints there is demand out there, and we are feeling confident. However, it is still early days.”