Computer security software house Reflex Magnetics is dropping its direct sales-only policy and looking for 40 networking Vars to resell its flagship anti-virus product Reflex Disknet.
Sixty percent of the company?s revenue currently comes from large direct accounts but, with the security market set to grow dramatically over the next few years, it wants to recruit Vars to help it penetrate deeper into the commercial world. ?Right now the biggest opportunities for PC and network security products like Disknet lie in those markets that only the Var channel can reach,? said Reflex marketing director, Phillip Benge.
The company launched its Business Partner scheme this week and plans to attract Vars by offering leads, internal sales support, technical back-up and a range of sales aids. ?We will operate a lead flagging system in the channel to avoid any conflict,? said Benge. Reflex will continue to service its government and major corporate accounts directly but leads and other prospects will be allocated on the company?s database and flagged as ?protected accounts".
According to Benge, anti-virus competitor Dr Solomon has upset quite a few of its Vars recently because it has been trying to grab more direct business for itself. Competitors in the anti-virus world, such as McAfee and Dr Solomon, are one step ahead of Reflex in the UK with channel strategies. Since he was brought into the company seven months ago, Benge has been concentrating his energies on setting up Var channels in Europe where there has been a more pressing need for them.
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