Certes in start-up mode as it appoints Exclusive
Software-defined security vendor switches to two-tier channel model
Security vendor Certes has introduced Exclusive Networks as its first UK distributor as it converts to a two-tier channel strategy.
Until now Certes – which delivers software-defined security solutions to enterprise – said it has been operating a hybrid model of selling part direct to end users and part through resellers, but claims the way forward is through a distie.
Leading the channel transformation is the vendor’s EMEA business development and channel director Bernie Dodwell, who started in January this year, stating that he wants to turn the company into a “channel-friendly organisation”.
He continued: “I understand how the channel works and how you should engage and work with partners to grow the business. The only way the company [Certes] was going to grow was through a strict and clearly defined strategy based on two-tier distribution, which we did not have in Europe.”
Certes has announced its updated CryptoFlows solution, claiming it is the industry’s first software-defined security solution that helps enterprises protect their applications over any network, user and device.
Dodwell (pictured) expanded on this, saying: "We are able to secure the communications from any device to an application that can be residing anywhere in the cloud. This is all managed centrally, which reduces operational costs."
He set out plans in January to recruit up to 60 partners across EMEA, but said although he has signed up a handful of resellers to date, he wanted to have Exclusive in place to help identify ones who have the right customers and markets for Certes.
“We have extended our technology to address new markets and new requirements. We have a new business strategy, so even though we've got customers and our own technology, we are in fact in start-up mode.”
He went on to say that as a "start-up", Certes is not looking for any other distributors in Europe – and doesn’t want to flood the market by partnering with as many resellers as he can, just those that really want to be profitable with Certes.
“We are serious about the channel. This is not 'let's just suck it and see' with the channel, this is a clear, long-term commitment to the growth and development of the channel," he said.
Certes partner Flow Communications' sales and marketing director Ash Hussain commented: “Exclusive is very strong on allowing us to do what we need to do as a reseller and supporting us with that process. There are plenty of distributors that I have worked with that can’t even get that right.
“Certes is a fantastic vendor to work and engage with, and hopefully the Exclusive relationship will only strengthen that moving forward.”