Utimaco recruits partners to catch SMEs

European security systems provider Utimaco Safeware is to expand into the SME space and work with the channel for the first time.

European security systems provider Utimaco Safeware is to expand into the SME space and work with the channel for the first time.

Next month Utimaco will begin an integrator and reseller recruitment drive and launch a two-tier channel partner programme.

The company previously operated exclusively in the corporate space and sold direct.

Utimaco offers firewall systems, digital signature and cryptology technology, virtual private networks and smartcard authentication.

Jackie Groves, Utimaco's managing director, will lead the company's channel initiative in the UK, with a European roll-out to follow later this year.

"Utimaco is a large company, but in order for us to stay close to our customers, we needed to change with the times and review our strategy."There is an increasing awareness of the need for security in the UK, and a growing demand from businesses for specialists to address their specific security requirements," she said.

The company will target up to 20 system integrators and 50 resellers for its UK channel focus.

"Utimaco will still handle corporate accounts but we want resellers to work with SMEs. The company is particularly interested in those with extensive experience within niche markets, such as networking, healthcare and telecommunications, although they do not have to have previous knowledge in the security sector. "If we find the right expertise within a reseller, we will provide them with in-depth training, materials and ongoing support," said Groves.

Bernie Dodwell, sales and marketing director at security distributor Allasso, said Utimaco was following a trend set by direct vendors.

"The security market is so big, companies understand they have to diversify to capitalise," he said.

However, he warned that Utimaco faces competition from firms established in this space, such as Checkpoint and RSA.