Ipswitch puts pinch on Var accreditation

Internet and networking software vendor Ipswitch is slashing its accreditation programme by up to 75 per cent, leaving nearly 400 resellers in the lurch.

The US-based software company launched its UK operation early last year with Unipalm as its sole distributor (PC Dealer, 29 April 1998). Its Web Var accreditation scheme began at the same time, with Unipalm overseeing the UK introduction. Ipswitch specialises in internet software systems for messaging, network monitoring and FTP.

Unipalm and the vendor have jointly decided to scrap the Web Var programme that has 500 members. The replacement programme, Var Plus, will be announced in June. Existing resellers will not automatically be transferred to the slimmed-down scheme. Var Plus will be open to only 100 resellers.

A further tier, Premier Partners, will be introduced later in the summer.

It will be a specialist programme for the 20 best-performing Vars.

Roger Greene, president of Ipswitch, conceded that the company had pursued a liberal policy in its previous scheme but now wanted to tighten the reins. 'We want truly active resellers. The Var Plus programme will begin in the UK and Germany, and then move to France. It will create a tighter relationship with Vars,' he added.

Ipswitch increased turnover by 70 per cent last year and is on target for a further 50 per cent climb this year. It is also expanding into Asia, Latin America and South America. Non-US sales have increased from 10 per cent to 30 per cent. Greene said that the company had set a goal for 1999 to generate half of its revenue from sales coming from outside the US.