Neverfail swaps to indirect model

Vendor goes 100 per cent channel and looks for 30 UK resellers

Disaster recovery vendor Neverfail Group will make the switch from a predominantly direct sales strategy to 100 per cent channel over the next year.

The firm is launching a channel recruitment drive and is hoping to have 30 resellers onboard in the UK.

Neverfail has also recruited the services of channel veteran Neil Robertson as group managing director for IT security.

Robertson founded customer relationship management (CRM) vendor Great Plains' channel programme and later set up e-CRM reseller and consultancy 30/30 Vision.

To join Neverfail's programme, partners will be required to pay a one-off sign-up fee of around £10,000.

Robertson said partners will eventually fall into three categories: entry level, enabling provision and installation of products, with Neverfail delivering the support; VAR level, which allows installation and added services; and independent software vendor level, to develop applications around the product.

Julian Box, managing director of Neverfail partner JI Consultancy Group, said: "The product is very flexible and we have been able to tune it to our specific requirements, which adds a lot of value to what we do."