SurfControl seeks further wave of resellers

SurfControl is stepping up its reseller recruitment drive and is looking for a further 20 resellers to support its sales strategy.

SurfControl is stepping up its reseller recruitment drive and is looking for a further 20 resellers to support its sales strategy.

The internet software vendor has signed up half of its targeted 40 resellers in the eight weeks since it launched the new initiative.

The company's strategy is to bypass second-tier distributors and work directly with its reseller partners in an attempt to build business for its SuperScout range of web filtering software.

Marketing manager Martino Corbelli said: "Vendors that are realistic about growing business opportunities are using this model because resellers like being close to the vendor."

The company's intention is to add value by signing up a limited number of resellers specialising in security software, and then working directly with them.

Julian Martin has become the latest addition to the company's channel sales team with his appointment as UK and Ireland reseller manager.

Describing the benefit of SurfControl's sales strategy to reseller partners, Martin said: "We've avoided going through distribution so that we can avoid flooding the market, keep margins high and help to create real business opportunities for our partners."

"This is an ideal channel product, as it is a value-added element in a wider network security solution," he added.

Paul Prior, a director at reseller Foursys, believes this is a good strategy. "At the end of the day, if you want a limited number of specialist resellers you do not need a distributor. We can add value because we get technical information and co-operative marketing directly from the vendor," he explained.

Corbelli added that he does not rule out partnering with distributors in the future when the UK business has built up.

"At some time in the future a distributor may become relevant but we cannot rely on a third party to build the business. Instead, we have employed people who have worked in the channel," he said.

SurfControl has also announced that it is now bundling F4I's image composition software with its SuperScout email filter, and making it available through the channel.