Security appliance maker Bluesocket has launched its first ever partner programme.
It will authorise 15 resellers in the UK initially, to ensure that its partners have the necessary skills to attract customers. The company, which sells indirect, secures and manages wireless network traffic and shipped its first products in September 2001.
"The partner programme is designed to ensure that all resellers selling the product are properly authorised," said Martin Cassidy, vice president of marketing at Bluesocket.
"We are also rewarding resellers for their commitment. These resellers have signed with us and put a lot of effort into understanding the wireless environment and are now capable of managing wireless roll-outs."
Cassidy explained that it is essential for resellers to receive vendor authorisations in the wireless space because security fears, resulting from a lack of understanding, could hold investment back.
"Trained resellers are giving end users the confidence in wireless networking because they take away the security fears," he said.
The vendor uses distribution to support its resellers, with EquIP and Mayflex as its UK partners.
Graham Smee, director at EquIP, indicated that sales are beginning to take off for Bluesocket's Wireless Gateway after a slow start.
"The resellers that have invested time and money early into wireless technology are now seeing the benefits," he said.
"The partner programme that Bluesocket has launched is rewarding resellers for their effort by investing in more people generating leads, and is attempting to work closer to its channel partners."
Smee added that, despite distribution's ability to support resellers, in post and pre-sales activities a willing manufacturer increases the chances of success with a new product range.
Keith Humphreys, an analyst at EuroLAN Research, agreed that security is a factor holding back wireless technology.
"People are very worried about having their local area networks hacked by people outside in a car," he said.
Humphreys agreed that resellers have a key role in alleviating customers' security worries.
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