Secure remote access vendor Neoteris is adding a distrubutor to its channel strategy because of success with end users.
The security appliance maker, which provides Secure Sockets Layer (SSL) based virtual private networks for remote access, has been supporting its UK resellers directly.
But this week it will name EquIP Technologies as its sole UK distributor to act as its UK channel support team.
"As a small start-up we want our distributor to take on technical support, spares, logistics and credit," said Paul Donavan, UK managing director at Neoteris.
"We always intended to add a distribution tier to our channel but the rapid growth of end-user demand has meant we needed to do it early."
EquIP's "value-add skills, experience with new technologies [and] extensive reseller base" would help Neoteris accommodate its sales growth, he added.
Graham Smee, director at EquIP, said the distributor will initially sign up a small number of specialist resellers, and that it wanted "to make sure the resellers out there selling the equipment have the right level of technical and commercial skills".
EquIP is to hold its first Neoteris training event this month.
Neoteris currently uses six resellers in the UK, including City-based Hydra, which supports the company in the UK financial sector.
Donavan said the existing resellers would be given the choice to buy direct or through EquIP, but added that he expected "all new resellers to buy from the distributor".
SSL-based secure remote access is a fledgling industry. According to research from analyst firm In-Stat/MDR, Neoteris lead the way for sales in 2002.
"As the first company to provide appliance-based instant secure access to applications over SSL, Neoteris continues to have a leading [35 per cent] market share," said Jaclynn Bumback, analyst at In-Stat/MDR, in a statement.
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