Networking value-add reseller Cisilion has chosen antivirus software maker Trend Micro as its latest partner, as it seeks to increase security sales within its Cisco installed customer base.
The reseller selected Trend Micro because it is a member of Cisco's Architecture for Voice, Video and Integrated Data (Avvid) programme, with products that complement those of the networking giant.
"Most of our corporate customers are powered by Cisco networking equipment and they do not want to go to different companies for security," said Chris Jenkins, product marketing manager at Cisilion.
"We have sold Trend's products before but not in high quantities, because we did not have a security focus."
This is the reseller's second agreement with a security vendor in the last month, following its deal with Avvid member Check Point.
Cisilion, which is hoping to finalise Cisco Silver Partner status next month, is doubling its sales force to 16 to cope with the extra demands of security selling.
The reseller becomes an Accredited Partner of Trend, but wants to fast-track to higher levels of accreditation to display its commitment to its new vendor partner. This level requires more technical expertise and commitment from resellers to hit sales targets.
The company's ambitious accreditation timetable is evidence of its commitment to its vendors, stated Jenkiins.
"We are prepared to show our vendor partners that we are focused and proactive with their products," he said.
Phil Watts, channel and retail sales director at Trend Micro, said committed resellers receive more support from the vendor.
"Cisilion has a good reputation in the Cisco space and is just the type of reseller we are looking for," he added.
Trend Micro is in the process of developing a new partner programme which will be more focused on support such as marketing, lead generation and introducing dedicated account managers.
Luca Bertagnolio, security product marketing manager at Cisco, said the vendor's Avvid programme guarantees resellers and customers peace of mind. "All products in the programme are tested by independent labs," he added.
Avvid also drives sales, with customers "encouraged to add security" to their networks through Cisco's commitment, he said.
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