CensorNet picks Blue Solutions for channel hunt

Security vendor moves to a two-tier channel model with first UK distie Blue Solutions

Security vendor CensorNet has moved to a two-tier channel model in the UK, signing up distributor Blue Solutions as it launches an aggressive partner recruitment push.

Speaking with CRN, CensorNet's chief executive, Ed Macnair, said the decision to partner with Blue Solutions, and move away from a single-tier channel model, was born out of a desire to expand in the UK.

A Websense and Blue Coat challenger, CensorNet claims to provide security for internet access, cloud applications and email by delivering increased visibility for in-office and mobile users.

"It was around coverage; that was the key element for us," Macnair said. "I guess we have been very measured about our approach to date, making sure we select the right partners because there are still a lot of partners out there who haven't made the transition to selling managed services," he said.

"By partnering with Blue Solutions it really enables us to get to the partners who are looking to build a business around security, or managed security services."

Macnair said he is hoping to get on board 200 new security-focused resellers over the next 12 months following this partnership.

In recent weeks, Trustwave and Websense have both been bought out and Macnair said these acquisitions mean "there has never been a better time for the channel to start working with us".

"Partners have to place some significant bets at the moment and if you look at what's happened in the last three months alone with Websense and Trustwave, it's a challenging time. CensorNet offers stability and growth," he said.

Mark Charleton, co-founder and director of Blue Solutions, said the decision to partner with CensorNet was reflective of his company's move into the security space.

"Our business has always been distribution and it's always been software, but late last year we made the decision to become more security focused. We have had distribution with Trend Micro, and that goes back seven or eight years, and this year we have signed a few security-focused vendors, CensorNet being one of them, along with Malwarebytes and Bitdefender," he said.

Charleton said that Blue Solutions is focused on the MSP space and CensorNet fits well into this model.

"It's very important for us that all new vendors have an MSP model and they understand what the MSP space is about. Their [CensorNet] MSP story was good from the start," he said.

Charleton also said CensorNet is a good fit for the distributor.

"They [CensorNet] are committed to the channel, and location often has an extra bonus and they are a UK company located not that far from us, which makes relationships much easier to manage. The technology looks good and the road map that's coming later this year looks strong," he said.