Security vendor Aventail has reversed its sales strategy and named Sphinx as its first ever distributor after switching from services to appliances.
The US company, which previously provided secure remote access managed services, has put its Secure Sockets Layer virtual private network technology onto a device.
Its direct sales strategy has now been changed to a channel-based operation, according to Tony Caine, European vice president at Aventail.
"We have turned the technology from a managed service and put it on a piece of hardware," he said. "It is very much a channel ready product."
The company has established its first European presence in the UK and is setting up businesses in Germany and France as it drives into the continent.
Caine explained that the vendor looked at the market in the UK and chose the channel as the best way forward.
"I decided that it would be easier to set up a channel sales operation than a direct sales organisation," he said.
Aventail is keen to sign a distributor with security reseller partners as well as experience in this market. "We are particularly interested in those that sell RSA products," said Caine.
The company indicated that it is already in contact with 10 resellers with which it wants to partner.
Aventail has seven staff in the UK and will use Sphinx for first-level support. But it will provide leads, training and marketing resources directly.
The vendor supports secure access from PDAs and mobile devices from corporate wireless local area networks or public wireless hotspots.
Cotton seedling freezes to death as Chang'e-4 shuts down for the Moon's 14-day lunar night
Fortnite easily out-earns PUBG, Assassin's Creed Odyssey and Red Dead Redemption 2 in 2018
Meteor showers as a service will be visible for about 100 kilometres in all directions
Saturn's rings only formed in the past 100 million years, suggests analysis of Cassini space probe data
New findings contradict conventional belief that Saturn's rings were formed along with the planet about 4.5 billion years ago