ServGate accredits first four resellers
VARs authorised to sell EdgeForce product after Mindshare training
Multi-function security appliance vendor ServGate has finalised accreditation of its first UK resellers as the company aims to increase its share of the lucrative security appliance market.
ServGate launched in the UK channel last year, and set out its stall through an agreement with distributor Mindshare, followed by a similar deal with Unipalm.
The vendor aimed to sign VARs specialising in network security, with the intention of gaining UK market share at the expense of more established players such as Check Point and NetScreen.
Last month it finalised accreditation for its first four UK VARs. Entec, Hydra, Network Alliance and Westcom Networks are now Authorised ServGate Resellers (ASRs) for the vendor's EdgeForce product, having receiving training and support from Mindshare.
According to Andi Robinson, Entec's managing director, the EdgeForce product's multi-function capabilities and scalability, combined with ServGate's channel support, makes the vendor a strong prospect.
"Blended threats are big at the moment and ServGate's box deals with this type of attack," he said. "I never usually stock anything, but we have so many deals in the pipeline I have decided to take stock in advance."
Nick Morse, managing director of Mindshare, said any reseller can sell the product, but added that the distributor wants to accredit eight VARs to dedicate resources to the range.
"In return for commitment, ASRs receive a price differentiator and sales and marketing support," he said.
Morse added that Mindshare's lead-generation activities have gone well.
"We hoped to gain 20 leads per month through the scheme; we got 30 qualified appointments in the first month." he said.
"We do have more resellers in the pipeline, but we do not want to over-distribute."
Separately, the vendor has received another $18m of funding, which will be used to increase its market presence worldwide.