Security software vendor SurfControl is continuing its move towards a 100 per cent indirect sales model.
The firm is to upgrade 70 channel partners to platinum status worldwide, including three UK resellers: Foursys, GSS and the recently regenerated Peapod.
SurfControl now passes all leads to resellers in the health, education and Novell Boarder Manager product environments.
Julian Martin, director of channel development, added that other sectors are open to resellers.
"If we are talking directly to a customer in any market and a reseller comes in we will withdraw," he said.
The vendor, which currently sells over half of its filtering software via resellers, has upgraded the level of support the UK trio will receive as platinum partners, as well as the level of commitment it expects in return.
"Platinum certification means the relationship does not change but the commitment on both sides grows," said Martino Corbelli, director of marketing at SurfControl UK.
"The bigger resellers fit this and by guaranteeing that they will achieve certain revenues we will offer more support such as training and marketing."
Corbelli said this was part of the company's increasing commitment to the channel as its preferred route to market.
Paul Prior, managing director at reseller Foursys, said businesses are at risk if they fail to have the right filtering products.
"Email and the internet are the most important communication tools used to conduct business today yet they are also the most vulnerable to security threats," he said in a statement.
Despite a growing UK business SurfControl is continuing to miss out the distribution layer and sell direct to resellers because it claims to be able to "bring more to the party" that way.
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