Netilla eyes European expansion
Vendor looks for more partners and plans to introduce three-tier channel accreditation
Security networking vendor Netilla Networks has launched a European subsidiary and plans to increase its UK channel to drive its aggressive expansion plans.
The firm, which specialises in secure socket layer virtual private networks (SSL VPNs) and secure application access management software, has made Jan Vekemans its European managing director.
"There is a huge untapped market for our product because it addresses both security and remote connectivity to critical enterprise data," said Vekemans.
"The best way of assuring quality of service to customers is to have a local presence, especially because the share of revenue coming from Europe has increased."
He claimed that demand for Netilla's products, particularly in the UK, is growing, and the firm is looking to take on more partners for its two-tier channel programme.
According to Vekemans, Netilla plans to divide partners into three separate categories, the final definitions of which are still to be confirmed.
The first partner level, currently known as Pre-qualified, will apply to VARs that make only a small number of sales each year. They will deal with distributors.
The next level, Accredited, will be required to undertake some technical and sales training and have more in-depth knowledge of Netilla's products.
The highest-level partners will be grouped under the Gold/Preferred category and will carry out installations and provide complete support for Netilla's products.
"We are totally committed to our partners, considering it was the channel that helped us get where we are today," Vekemans said. He added that the vendor will provide lead generation for Accredited and Gold partners.
Nick Garlick, sales director at VAR Nebulas Security, said the company had partnered with Netilla because it provides "a true clientless VPN solution".
He added: "It is also good from a management side, because it means we can take existing applications and get them to remote users without web enabling.
"Netilla is looking at the market and being very forward-thinking with the security side of its solution, and is integrating existing security applications into the VPN model. This allows us to provide a competitive product to customers."