Wallix kicks off UK reseller programme

Paris security specialist talks to first local partners

French security and compliance software vendor Wallix has launched a channel programme in the UK.

Nick Lewis (pictured), UK general manager at Wallix, said the company is aiming to team up with resellers active in the security and compliance space. A prime target is the mid-market, where resources for compliance and security can be less plentiful.

They should also be able to wrap services around their offerings.

"We will be very happy if in 12 months time we have a dozen solid partners in the UK, so we are trying to find organisations we can certify as a Gold or Platinum partner, people who are willing to invest the time.

"We are not charging them in terms of training for the product, but we are putting together an education platform focusing on a technical or sales approach," he said.

A range of support for partners is on offer, including 24/7 helpdesk support in English from the vendor's Paris headquarters, market development funds, and a dealer registration scheme.

Wallix's log collection and analysis offerings for privileged management are not commodity products as such and may best fit as part of an overall solutions offering, he indicated, but this should help deliver higher margins.

Lewis said Wallix wanted to ensure that resellers are rewarded for the work they do no matter how much "skin in the game" they happen to have, and the partner programme has been constructed to reflect this.

"There are not many people doing what we do. We see our competitors as including companies such as CyberArk," Lewis added. "But with anybody who is worried about compliance, there is a discussion to be had."

Trustmarque is talking to Wallix about partnering, with Reading consultancy Castleforce a reseller that has already signed up, he confirmed.

The vendor has about 130 customers in France, including Orange, Euler Hermes and Crédit Agricole, he said.