Webroot on channel push with CDG signing

Distributor claims Webroot's security wares will appear to virtualisation resellers

Webroot is reinvigorating its channel programme with the signing of distributor CDG, which will take the vendor's solutions to its 60-strong reseller base.

The deal, which was two months in the making but was inked this week, will see CDG gain access to all Webroot's security products alongside existing distributors Prianto and Espion.

Talks are still ongoing as to how many of Webroot's current resellers will now have to buy through CDG, but the distributor's commercial director Chris Patton claimed efforts are being made to keep all parties happy.

He said: "We are looking to bring across some [of Webroot's] legacy partners, but talks are ongoing. Webroot is reinvigorating its channel programme; it has a great consumer arm and they are trying to deliver businesses the same via CDG."

Patton added that CDG will offer Webroot's products to all its partners and that the vendor's technology would appeal to virtualisation specialists.

"Webroot's solutions are cloud based and light touch, which is good for virtualised partners. [The products] sit well with desktop virtualisation. There is often a struggle to secure virtualised [environments] but Webroot's footprint on the desktop means there is no headache," he added.

Webroot, which claims that 10 per cent of its 200-strong reseller base actively engages in selling its products, clarified its position in the UK market, citing mobile as its main product focus.

The vendor's president of worldwide demand fulfilment said it has lost some channel partners since its exit from the email security market, but claims that some have remained loyal.

He said: "We have worked closely with our partners during this time to minimise the disruptions in their businesses while facilitating transitions as seamlessly as possible. Admittedly, we have lost some partners through this process.

"However, we have maintained many more who were able to rationalise the business decision and work closely with us on path forward – for themselves and for their end customers."

He added that there is an equal split between staff in its Dublin headquarters and UK bases of Bracknell and Derby, and claimed there has never been a conflict between its direct and channel sales teams.

He said: "There is never a conflict between direct sales and channel sales. Channel partners can be involved in any Webroot opportunities, even if the initial engagement has been made by our internal business development reps."