Security software vendor Axent is on a VAR recruitment drive as it moves to push more sales through the channel and open up its higher-end products to partners.
Historically, Axent sold direct, but the company is on course to have a 50:50 split between direct and indirect sales this year.
The vendor wants to have at least 25 more UK partners signed up by the end of the year, bringing the total to 100. Karen Campbell, newly-appointed channel marketing manager, predicted that at least 60 per cent of sales would come via the channel in the year 2000.
"The long-term strategy is to move as many partners as possible to the higher level products. We also want more feet on the sheet and to develop a two-way communication between our direct and indirect sales teams to exchange leads," she said.
Campbell claimed Axent will offer training on previously direct-only products such as Enterprise Security Manager and the Intruder Alert software. But Malcolm Skinner, EMEA product marketing manager at Axent, admitted the number of interested partners will probably be limited because the products have a nine-month sales cycle.
Campbell said the vendor will also launch its 'seminar in a box' marketing scheme in the UK in the first quarter of 1999 to assist partners with sales and marketing strategy. Axent plans to launch the European version of its PartnerNet site on 12 January, providing resellers with real-time product information and sales leads.
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