Neoteris adds distribution tier to channel

Secure remote access vendor in bid to build on success in UK market

Secure remote access vendor Neoteris is adding an extra tier to its channel in a bid to build on its success in the UK market.

The security appliance maker, which provides Secure Socket Layer-based virtual private networks for remote access, previously supported its UK reseller partners directly.

But this week it will name EquIP Technologies as its sole distributor to support its UK channel.

"We wanted a distributor to take on technical support, spares, logistics and credit," said Paul Donavan, UK managing director of Neoteris.

"We always intended to add a distribution tier to our channel, but the rapid growth of end-user demand has meant we needed to do it early."

In October Donavan predicted that a move to a two-tier model would take 12 months.

Donavan added that EquIP's value-add skills, experience with new technologies and extensive reseller base will help Neoteris to accommodate its sales growth.

Graham Smee, director at EquIP, said the distributor is looking to build on the market development work already done by Neoteris. He added that EquIP will initially sign a small number of specialist resellers.

"We want to make sure the resellers that are out there selling the equipment have the right level of technical and commercial skills," he said.