Secure Computing looks to channel for sales boost

Vendor to work with up to 20 resellers in the UK

Security software vendor Secure Computing is turning to the UK channel to grow its business, and plans to work with up to 20 resellers.

The vendor, which sells indirectly elsewhere in Europe, is looking for UK resellers and distributors to increase sales of its firewall, authentication and filtering software.

Secure Computing has been in the UK since 1996 and supplies firms such as Alcatel, Cap Gemini and Ericsson directly. However, the company is now looking to target the SME market through the channel.

Andrew Philpott, Secure Computing's vice president of sales, said: "Since we came to the UK we have been working hard on corporate sales, and some of our competitors have been building channels successfully.

"We have the opportunity to expand our channel in Europe because it is the only way we can grow."

The vendor made $60m (£37m) in global sales last year, with 30 per cent coming from Europe.

"We are looking for up to 20 resellers and we want to take them through the certification process to ensure they can offer customers the highest level of service," said Philpott.

Yuri Pasea, managing director at Secure Computing distributor Centia, suggested that the vendor has ground to make up on its competitors, and that resellers could help it to achieve this.

"We have been working with the vendor for 18 months and, as with any new product, it is slow in the beginning because of a lack of brand awareness," he said.

"Now that Secure Computing is becoming more focused on its marketing, it is looking for more resellers."