SurfControl moves to local indirect model

Internet security software vendor boosts channel business.

Internet security software vendor SurfControl is transferring its direct education and health-sector sales to its dedicated resellers.

Following the rapid growth of its indirect channel, which was launched in the UK in April, the company is also redirecting its subscription renewals, including those for its SuperScout software range, to the channel.

Education sector leads have been passed over from this month, and health sector leads will be passed over from September.

Julian Martin, UK and Ireland reseller manager at SurfControl, said: "Because of the nature of our business, turnover consists of new sales and ongoing content subscription renewals. These will now all be passed on to benefit our resellers."

Paul Prior, director at reseller Foursys, said this strategy is an effective way to encourage resellers to begin selling SurfControl's products.

"Although most of our sales are new business, it is good that SurfControl is passing on the subscriptions of existing customers to resellers. It's the icing on the cake," he said.

"This product [SuperScout] is all about account management and keeping the customer happy, and resellers have the resources to do this."

According to Martin, SurfControl is also moving its direct sales team into channel support roles, and there would be no redundancies.

"We are gradually moving to a 100 per cent indirect model and our specialist sales people will be taking their expertise to the indirect team," he said.

"We're looking for resellers that can look after a particular vertical market or region, and we will work closely with them to ensure we migrate smoothly to an indirect model."

The company, which operates a one-tier channel that sells directly to its dedicated resellers, signed up half its targeted 40 resellers just eight weeks after the start of its partner programme.