Following its success in selling through telcos and internet service providers, antivirus scanning company MessageLabs is targeting resellers in the UK to expand its reach.
The company's SkyScan service scans email before it enters a network. MessageLabs is approaching security resellers with what it claims is a low risk entry into the managed email security market.
Resellers will work directly with MessageLabs as 'Associate' partners, which will win the customer and take a 15 per cent margin with no need to support the customer, or 'Reseller' partners which will contract the customer, commit to the vendor and receive over 15 per cent margin.
"Reseller partners will be expected to generate a certain level of business per year and will have to commit to us through training and promotions," said Nicola Gammon, vice president of channel development at MessageLabs.
"This is low risk to resellers because, with a 100 per cent service level agreement, they will be offering a security product that they know will deliver value and there is no requirement from them for ongoing service and support."
Customers of the SkyScan service include the Bank of England, the Cabinet Office and Lloyds TSB.
Martin Coulson, managing director at specialist education reseller Atomwide, said: "We work with MessageLabs because we are looking for some form of virus protection that guarantees nothing will get through at the internet level.
"Knowing that nothing has ever broken through, and that if it does that MessageLabs will pay, is good for our security."
Neil Barrett, technical director at Information Risk Management, explained that the MessageLabs offering is good because many email scanners do not look at attachments.
"This is like opening packages off site to avoid risks," he said.
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