Security software vendor Secure Computing is turning to the UK channel to develop its business, with plans to work with up to 20 resellers.
The vendor, which sell 100 per cent through the channel in Europe, is looking for UK resellers and distributors to improve sales of its firewall, authentication and filtering software.
Secure Computing has been in the UK since 1996 and has mainly targeted corporates direct.
It aims to tackle the small and medium sized enterprise market through more resellers. The company boasts Alcatel, Cap Gemini and Ericsson as corporate users of its software.
Andrew Philpott, Secure Computing's vice president of sales, said: "Since we came to the UK we have been working hard on corporate sales and some of our competitors have been successfully building channels.
"Our opportunity now is to expand our channel in Europe because it is the only way we can grow."
The vendor made $60m (£37m) in global sales last year, with 30 per cent coming from Europe.
"We are looking for up to 20 resellers and we want to take them through a certification process to ensure that they can offer customers the highest level of service," said Philpott.
Yuri Pasea, managing director at Secure Computing distributor Centia, suggested that the vendor needs to make up ground on its competitors, and that more resellers can help it to achieve this.
"We have been working with Secure Computing for 18 months and, as with any new product, it is slow to start with because of a lack of brand awareness," he explained.
"Now that Secure Computing is getting more focused on its marketing it is looking for more resellers. It has recognised the advantages of [value-add] distribution."
Pasea added that high margins can be made on the Secure Computing range because it is not over-distributed.
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