Solsoft has launched its NP virtual private network (VPN) management software in the UK and is seeking resellers to take it into vertical markets.
"We are looking for a few resellers that sell into the financial service provider markets as well as other segments which use large IP networks," said Steve Cornish, vice president for northern Europe at the manufacturer.
Solsoft said that NP will increase demand for VPNs because it makes them easier to manage. The product provides single, integrated security policy management for VPNs, firewalls and routers.
"Resellers are looking for value add that will increase their margins and a differentiator to help them make a sale," said Cornish. "This product adds value by enabling the easy definition and management of a security policy and, because it has no competitors, the margins are high."
The company is dealing directly with resellers in an effort to provide appropriate support. "We will work directly with resellers because it is a value add product that requires support and training," said Cornish.
But Bernie Dodwell, sales and marketing director at security distributor Allasso, believes that Solsoft's plan is flawed, arguing that vendors which miss out tier-two distribution are taking risks in a complex market sector.
"The way the security market is made up there are lots of islands of technology that need to be brought together," he explained. "Vendors only provide one part of a security solution and resellers add value by bring them all together. Value add distributors understand the whole security spectrum and provide support to resellers."
Dodwell added that resellers do not want to deal with lots of different vendors to provide one system, and vendors that miss out distribution are "on a hiding to nothing".
Solsoft said that the software will talk to different vendors' equipment, removing the need for users to understand the products on both sides of the VPN.
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