Network Physics on the hunt for partners
'VAR friendly' vendor looks to woo those with alternative skills
Application performance vendor Network Physics is looking to supplement its base of traditional networking VARs with partners that have alternative skills.
The US vendor said it wants to attract new resellers with its margin and add-on sales opportunities.
Elizabeth McKenna, managing director of international sales at Network Physics, told CRN: “We are 100 per cent channel focused. We work with traditional networking VARs and some security resellers.
“We have about 10 UK partners and we may add more who operate in security and optimisation. There may also be other areas we haven’t found. However, we need to make sure we do not bring in too many players.”
McKenna claimed that Network Physics has a ‘VAR friendly’ approach, with no channel conflict and support on both technical and sales issues.
“We know it is a competitive market, so we give a 35 per cent reseller discount on our products,” she said. “We can also help our channel partners sell more products that are complementary to ours.”
McKenna added that Network Physics has some strong product releases in the pipeline, including a voice offering that monitors calls in the same way the vendor would monitor a data network.
“We have a UK office with sales, technical support and marketing managers,” she said. “You have to put people on the ground to be serious about a market.”
Ash Hussein, sales and marketing director at networking security VAR Axial Systems, said Network Physics’ plan to recruit a wider breadth of partners seems sensible.
“There are a lot of players in the application performance space with some established firms,” Hussein said. “Network Physics will need to have a clear go-to-market strategy and ensure it has a different offering to attract resellers.”
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