Bloxx looks to build on channel model

Marc Fairclough appointed as head of EMEA channel as the web filtering vendor makes channel support pledges

Web filtering vendor Bloxx has upped the support it offers its partners and appointed a new head of EMEA channel sales as it looks to "solidify" its channel model.

Marc Fairclough, formerly at security vendor Smoothwall, has been appointed as director of EMEA channel sales, and said the focus of his new position will be creating a solid channel model at Bloxx.

"I've had the time to assess what Bloxx has been doing and there are some really good foundations in terms of what's been going on with the channel. So [my new role] is really to solidify that and build a model on what we are looking to do with the channel," he said.

Alongside Fairclough's appointment, Bloxx has highlighted its commitment to offering support for its partners.

The vendor, which pits itself against Websense, has pledged to provide resellers with on-site business development execs whom its partners can book via its portal; same-day product demonstrations; and two-hour response times for any partner query.

Previously Bloxx operated a largely direct model but has moved away from this in recent years. Fairclough said his role would focus on continuing this move and he will look to recruit another 20 UK partners, to add to Bloxx's current list of 35.

Mark Gibson, Bloxx sales director, said this channel switch means Fairclough joins the company at a pivotal time.

"In 2015 our channel sales have grown by 35 per cent when compared with the same period last year. To continue to grow as a company, we need to ensure that we are building on this momentum and I believe that Marc is best placed to help us do just that," he said.

Daniel Bailey, director at Bloxx partner Altinet, said he has noticed a positive shift in the way Bloxx deals with its partners.

"The main thing we are seeing is there has been a much more coherent way of dealing with channel partners. Before, we had one visit every six months and now we have a visit every month, so there is a huge amount of more resources being put in with the partners," he said.