BVRP in cross-Channel drive to reach SMEs

French software vendor looks for UK resellers

French communications software vendor BVRP is launching its product line in the UK this week and is looking for up to 400 resellers to take it to the small to medium sized enterprise (SME) market.

The company said its approach to selling boxed products would prove more popular with SMEs which want local reseller support rather than downloadable software.

Ian Davidson, sales and marketing director at BVRP, said: "Most software vendors are selling through a download model but BVRP is committed to selling boxed products exclusively through the reseller channel. Although downloads are good for corporates with IT departments, SMEs are more suited to boxed products with reseller support."

The company has signed a distribution agreement with Ingram Micro UK in an attempt to gain access to its large reseller base.

"We already have a relationship with Ingram in France and we have now signed a deal in the UK because it is also strong in the SME market," explained Davidson, adding that resellers are essential for the success of this strategy and that BVRP is providing them with support in an accredited partner programme.

"A key part of the programme is a starter pack available at 75 per cent of its normal price that can be resold to customers, ensuring large margins from the start," he said.

Andy Cakebread, head of software at Ingram, commented: "In terms of a commercial proposition for resellers this is very attractive because it gets them up and running very quickly. BVRP has a good value-add proposition to the SME marketplace and it appealed to us because we are always trying to add value to our partners' offering."