SonicWall builds VAR network across Europe

Security vendor eager to boost numbers as it embarks on European recruitment tour

Security vendor SonicWall is looking to swell its channel ranks, with no limit to numbers, and has embarked on a European tour to draw in more partners and educate existing VARs.

Speaking to CRN, Matt Madeiros, chief executive of SonicWall, said the firm was confident of successful growth and is holding partner events in the UK, France and Germany over the coming weeks.

“We are looking for VARs that have network integration expertise as well as security. However, we are not limiting numbers,” Madeiros said. “Our aim is to grow market share even more than last year. Our partner programme is well established and there is plenty of opportunity for our partners.”

Madeiros said the firm is enjoying success in verticals such as point of sale, education and local government.

He admitted that the company has been “rationalising” its distribution model in Europe and will not be taking on any more distributors.

“I have always said I will live and die through the channel. We are 100 per cent indirect and the channel is of vital importance to us,” he said.

Ken Hulme, managing director of Tekdata, SonicWall’s biggest distributor outside the US, said: “The unified threat management products SonicWall has launched are going extremely well and are creating a lot of interest. Many of our customers want to know about them.”

However, he added that the vendor still has some work to do on its distribution strategy.

“There are still too many UK distributors in my opinion. The SonicWall model benefits those that add value because it is not yet commoditised in terms of product, but there are distributors out there that are selling on price and are not doing any good,” Hulme claimed.

Madeiros also hinted that the vendor has acquisition targets in its sights. “We are always studying the market. The industry will definitely be hearing more from SonicWall,” he said.