PSInet Europe to double channel size
Networking services vendor plans to recruit 20 resellers
Networking services vendor PSInet Europe wants to recruit 20 resellers, and is focusing on those with client bases in the retail, manufacturing and media sectors.
The firm plans to double its reseller base to more than 40 as it looks to build its SME business.
Accredited resellers will have access to discounted connectivity, hosting and network security products, and PSInet's off-site Microsoft Exchange-based Revive data storage and backup product, which was unveiled this month.
"The target is five expert VARs in each of our vertical markets," said Lee Rossano, UK channel manager for PSInet Europe.
PSInet is looking to lure VARs and systems integrators with increased joint marketing funds, product training and competitive product pricing, Rossano said.
Resellers will also get access to product training for Revive.
"It is a service that allows resellers to take a consultative approach," said Rossano. "But we are trying to avoid having hundreds of partners that saturate the market with PSInet products."
Bob Tarzey, service director at analyst firm Quocirca, said growing data compliancy concerns and the increase in mobile working will fuel the demand for off-site data backup products.
"The requirements for SMEs are different to large enterprises that can afford SANs, but resellers can still earn money from consultancy, design and managed services," said Tarzey.
"SMEs want a single IT supplier and are the domain of resellers. Vendors need the channel to engage with them."
PSInet faces competition from BT, which recently made its Datasure product available through its channel.