FutureSoft sieves out filtering partners

Web filtering firm develops network of UK resellers

Internet filtering software manufacturer FutureSoft UK is developing a network of resellers to sell its DynaComm i:filter internet filtering software following the product's UK launch in May.

The US-based company acquired the MultiView connectivity solutions unit of SurfControl in March and has now moved into the filtering arena.

It currently uses the channel it adopted from the acquisition but is now looking for resellers in horizontal markets to work with directly in the UK.

FutureSoft's decision to go direct to resellers and avoid second-tier distribution is an attempt to work closely with partners and develop a market for DynaComm and support sales.

The company, which will compete with SurfControl and Websense, signed internet security specialist Blue Cube as its first new reseller.

Andy Wooles, managing director of FutureSoft UK, said the firm was not setting a definite figure, but is probably looking to add an extra 20 and 30 resellers in total.

"So far, we have been trying to build business and awareness with direct marketing to end users. We are not currently using a distributor partner, but we are not ruling it out," he said.

Gary Haycock-West, managing director of Blue Cube, said he was satisfied with the vendor's offering in a growing market sector. "At the end of the day, using the channel is the best way to establish a new company in a new market," he explained.

However, Bernie Dodwell, sales and marketing director at security distributor Allasso, said that resellers working on wide-ranging security systems for customers will need the expertise of a distributor to help them.

"Many companies that started single-tier have turned to two- tier distribution because resellers often sell more than one part of a solution and the vendor can't help with other technologies," he said.