ArcSight set to double European VAR base
Enterprise security vendor to focus on UK market
Enterprise security vendor ArcSight is looking to more than double its European VAR base this year with a particular focus on the UK market.
The firm has already doubled its European reseller numbers from 12 to 25 over the past year and is gearing up for its second wave of channel recruitment.
Jonathan Cooper, director of channels EMEA at ArcSight, said: “This announcement is an evolution of our channel strategy with a view to accelerating the growth of the company and moving our products out into the market a lot faster. We are keen to recruit more partners across Europe to establish new channels to market. Part of the reason we are doing this is because we have expanded our product portfolio.
“In the UK I would like to see five or six specialist partners on board. We want to maintain growth in line with the market opportunity. There is no point recruiting lots of partners if the market cannot sustain them.”
Cooper added that the firm has also recently added appliance-based offerings to its product portfolio that could spark the hunt for a distributor.
“We have a single-tier programme at the moment, but we are exploring a distribution option,” he said.
He added that the vendor had incorporated a deal-registration process into its channel programme and that ArcSight has recently launched its dedicated reseller portal to give partners immediate access to product pricing and information.
Cooper said that all ArcSight partners will be on the same membership level, but the vendor is planning to add tiers at a later date to ensure higher performing partners receive more incentives and support.
Gultekin Saybas, marketing manager at ArcSight partner Kahuna Networks Solutions in the Netherlands, told CRN that the vendor’s products are a good fit with its managed services offering.
“Two years ago enterprise security management was really expensive, but we began to see movement in the market,” he said. “After extensive research, we realised that ArcSight’s tools fit very well with our managed security offering.”