Panda Software has appointed Gem as its first distributor to spearhead its attack on the retail and corporate anti-virus markets.
The Spanish vendor claimed that the move would help it achieve its stated aim of taking at least 10 per cent of the UK anti-virus market by the end of 2001.
When Panda first entered the market last year, it had planned to sell direct, according to Jilly Rhodes, UK sales and marketing director at Panda.
However, she said that it quickly became apparent that this would not achieve volume sales. "You need to be out there in front of customers, which is what Gem will be helping us to do," said Rhodes.
Rhodes added that the vendor was in talks with other broadline distributors, including Computer 2000 and Ideal Hardware.
Panda also intends to introduce a manufacturing operation in the UK by the end of the year to reduce sales lead times, added Rhodes.
Although relatively new to selling in the anti-virus market, Paul Donnelly, managing director of Gem, said Gem's decision to support Panda was down to customer feedback. "We reject 15 companies per week, so we wouldn't have put it in if there wasn't a demand for it," he said.
"We are the only company to cover all areas. Having Panda gives us an X factor to provide alternative products."
He also said there were three retailers who were already going to support the product.
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