German NAC player macmon wants 50 VARs after UK launch

Vendor signs Wick Hill as UK distribution partner

Wick Hill has been appointed by macmon as its only distributor in the UK, where it is "confident" that it can replicate its success in the German market.

According to Christian Buecker, macmon's managing director, it is the number-one NAC provider in Germany and is now looking to recruit 50 UK channel partners as it expands into this country.

Wick Hill, founded in 1976 and already the sole distributor for macmon in its homeland, will now become the German firm's exclusive distributor in the UK.

Ian Kilpatrick, chairman of Wick Hill Group said: "We have been doing business with macmon for a number of years in Germany and very successfully, so the partnership [expansion] made logical sense."

Buecker and Kilpatrick remained confident that the two parties could replicate its success in Germany here in the UK.

Kilpatrick said in order to succeed in the UK, you need to recognise that there are "significant differences" between the two markets.

"The fundamental difference in the market is in Germany people start off looking for the technically superior product whereas here you have to get the message home to them," Kilpatrick said.

The UK launch of macmon will see them look to partner with 50 UK resellers in their first year, according to Kilpatrick.

"Out of that 50 probably 12 of those will be premier partners who we would expect to be generating multiple opportunities across a range of customers and who will be building towards a degree of self-sufficiency in lead creation and professional services around the product," Kilpatrick said.