Security vendor promises resellers a 'door-opening' offering

Cloud security vendor on the hunt for UK resellers looking to offer 'something unique'

ProtectWise is hoping to carve a niche in cloud security in the UK and hopes to bolsters its resellers numbers to achieve the aim.

The security vendor, which signed with Progress Distribution three months ago, is hoping that due to the low upfront investment needed to trial its product, it can then snare end-users.

Damon Harvey, VP EMEA at ProtectWise told CRN that the firm views itself as a cloud-based cyber network threat detection analysis and response platform.

"We are 100 per cent channel. It is our intention to maintain a very light-touch direct sales force - we need the channel to scale. We are working closely with Progress to help us with the reseller recruitment effort, alongside demand generation, reseller training and technical support," said Harvey.

"Where we are getting the most traction is with those smaller boutique security-focused resellers. It is allowing them to differentiate themselves in the market and we have a healthy number of joint opportunities already."

Harvey said the firm is looking to work with cloud and digital transformation consultancy who are helping end-users with their journey to the cloud.

"Cloud security is handled differently, so we do need to work with those cloud consultancy to help customers effectively. One of the huge advantages with cloud is that there is no upfront investment in the infrastructure typically," he said.

"Being cloud-based, it is very easy for us to offer customers a trial. For the reseller, not having to send out any hardware to run a trial makes it very simple.

"It is something different, it is something unique, so it could be seem as a differentiator and a door-opener for resellers when they are talking to customers because we are taking a different approach."

Harvey predicted that as ProtectWise develops in the UK market, the vendor will start to speak with more generalist resellers and the "volume players" in the channel.

"Getting traction with those sorts of organisations is only going to come when we have some initial customers on-board and we have more visibility in the marketplace," he added.