Bell is first addition to Array in European market assault
Vendors partner and plan UK VAR and system builder recruitment drive in the coming year
Secure Socket Layer (SSL) VPN vendor Array Networks has launched an aggressive attack on the UK and European markets, and has signed Bell Microproducts Europe as its first ally.
The vendor, which also partners with Bell in the US, has two flagship product lines: the SPX 2000, 3000 and 5000 SSL VPN range, and the TMX 1100, 2000, 3000 and 5000 application acceleration range. Array is also looking to recruit about 12 UK VARs and at least three system integrators in the coming year.
Array has appointed Kevin Thiele, former SonicWall managing director, as its regional sales director for northern Europe. Thiele will spearhead the firm’s attack on the UK and European markets, which is where Array considers Juniper, F5 and Nortel to be its main rivals.
“To be a success in this market you have to get a good network of distributors and partners,” Thiele said.
“We are looking for the two-tier, 100 per cent channel approach to sales. We needed more focus on the security side of our business, and Bell will help us to do that. We already have good coverage in the networking market.”
Array, which has claimed to be particularly successful in the enterprise, government, finance and education markets, is looking to appoint a second dedicated security distributor. The firm is also keen to get involved with managed service providers across the UK.
“We are going to be fairly selective over who we partner with. But we would much rather go through the channel than set up a direct salesforce. The UK is a big market for us, and there is a lot of opportunity,” Thiele added.
Duncan Hume, security manager at Bell Microproducts Europe, said: “Array attacks the enterprise SSL VPN arena. That is an area where until now we have had no solution for. We believe it is going to be a growth area of some significance.
“Array is pretty new to the marketplace in the UK, and the enthusiasm that it has in terms of developing a channel is important. It has a nice, clean, unconfused channel message.”