Rose grows Veritas public-sector focus
Vendor's UK chief announces two-pronged channel strategy
Veritas has not put enough effort into the public sector in the past, according to the vendor's new UK managing director.
Steven Rose took over from Judi Feeley on 1 January. He was previously chief executive of database firm Coppereye.
Rose told CRN last week that Veritas has been "underweight in the public sector". But he said this is about to change.
"In the past Veritas had a short-term view when it came to public-sector contracts. Everyone will see this changing now. We have kept growing through the downturn and now we are focusing on the public sector," he said.
Rose added that the firm intends to do this using a two- pronged strategy.
"We will go with large system integrators into the bigger bids and go through resellers using their specialities for the smaller contracts," he said.
Rose does not intend to make any major changes to the vendor's channel.
He said the 70:30 channel/direct ratio is about right, and called himself "channel-friendly".
Annie Rickard, marketing manager at TriSys, said the VAR has recently ramped up its Veritas offering. "We had a relationship with Veritas, and while it has been on our books, the relationship faded out," she said.
Rickard added that the VAR had not received any marketing from Veritas for almost three years, until recently. She said the VAR has now taken on more Veritas staff and is conducting Veritas courses with a public-sector focus.
Rickard said if the firm really wants to kick-start its public-sector business, the only way is via the channel. "It must take a look at its channel scheme and see what is working for resellers and what isn't, then change its strategy accordingly," she said.