Panda signs distri deal with Software Dialog
Panda Software has signed a distribution deal with Software Dialog Direct, the Sussex, England-based security software specialist. The deal gives Panda, which is already carving itself a solid market in the standard dealer and retail channels, access to Software Dialog Direct's business sales channel.
Software Dialog Direct says plans to offer the full range of Panda anti-virus software and services to corporate clients, small and medium sized companies across the UK. Announcing the deal, David Matthews, Panda's reseller partner manager, said it will help the company migrate totally to a channel sales model. 'Software Dialog Direct has the combined experience, resources and skills required to fulfil the demands of the corporate, small and medium sized companies and we are looking forward to working closely with them to secure our position within the corporate market,' he said.
WebCohort appoints first UK distributor
WebCohort, the application security specialist, has signed up its first UK reseller, Nebulas Security. The deal gives the Palo Alto, Californian firm a solid foothold in the UK distribution channel. John Reeman, managing director of London-based Nebulas, said that companies are only just beginning to come to terms with the size of threat that sophisticated application-level attacks represent.
'These threats will proliferate as organisations continue their deployment of Web-based applications,' he said, adding that it is now vital to have systems and software in place to protect an organisation's most precious asset, its data. 'WebCohort's SecureSphere is the best solution available to solve this problem.'
Over at WebCohort, Shlomo Kramer, the firm's president, said that he is delighted to welcome Nebulas Security to the WebCohort partner program. 'Nebulas Security is a highly professional and respected security leader in the UK market, and is an excellent partner to deliver our next-generation product into the UK market.'
Sybari intros new EMEA channel partner Web site
Continuing the IT security theme this issue, Sybari has launched a new channel partner Web site aimed specifically at Europe, the Middle East and Africa (EMEA) region. The messaging server security specialist says that the site has several scalable tools for channel partners to create customised sales campaigns and marketing initiatives.
Sybari says that its software partner program is a structured business relationship designed around the firm's products. With a carefully focused product range designed to protect leading messaging environments, the IT security vendor claims it has chosen technically advanced channel partners who understand the limitations of the 'one-size-fits-all' security suites.
Announcing the new site, Scott Lehmann, Sybari's EMEA channel director, said that the success of the company's operations in the region is largely thanks to the channel partner program. 'The new channel partner Web site will give our partners easy access to marketing templates, case studies and educational Web seminars, just to name a few key benefits of the site.'
Lehmann went on to say that Sybari is now 100 per cent dedicated to the indirect sales channel. 'Partnering for us is a competitive advantage and not a marketing function. It is something we take very seriously.'
Plans call for the channel Web site to be continually updated and include a pre-defined menu of sales-enabling modules that the firm says will provide systems integrators, independent software vendors and value added resellers with proven solutions. The site will also, the firm adds, offer resellers easy access to the sales aids and support required to offer security products to their customers.
Computer 2000 slates police over fraud apathy
Computer 2000 (Tech Data UK) is reportedly less than pleased with the British police for failing to tackle a potential fraud involving IT systems worth almost 500,000 pounds. According to the distributor, it was approached by a customer in early September claiming to be the managing director of a large reseller, and who requested a variety of desktop and notebook PCs, as well as projectors and other kit, worth almost 500,000 pounds.
Reporting on the saga, Microscope, the UK reseller weekly, quotes Alistair Brett,Computer 2000's sales director, as saying there were a number of signs that the deal was potential fraudulent. These, he told the paper, included the type of products being ordered, the logistics of the delivery, and no relevant paperwork associated with the order, which was a large one, even for Computer 2000. The distributor says it contacted the police with details of the incident, but Brett claims they showed little interest in pursuing the matter because no crime had actually been committed.
The scam attempt comes as Computer 2000 has signed a major sales deal with Fujitsu Siemens Computers for the company's full range of consumer and professional PCs, mobiles and servers. Gary Fowle, Computer 2000's commercial director, said that the deal gives Fujitsu Siemens Computers direct access to the distributors resellers across the UK. The vendor's range of hardware, he said, offers solid profit margin opportunities to resellers.
Fowle said that he expects the agreement to encourage more resellers to seriously consider putting Fujitsu Siemens Computers systems in front of their customers. 'Fujitsu Siemens Computers has a great reputation as a quality manufacturer and leads the market in Germany and across Europe as a whole is a top-three player. We believe there is a lot more potential for the company in the UK and that by working together, we can open up new potential for Fujitsu Siemens Computers here and extend the company's reach in the reseller channel,' he added.
Ian Snadden, director of channel and SME Sales for Fujitsu Siemens Computers, said that the two firms are forging their alliance at exactly the right time.
'Over the past 18 months we have made significant in-roads into both the SME and the corporate sector by delivering great products and working hard to develop business with our channel partners. Now is the right time to step our efforts up a gear and Computer 2000 can help us to do that - we are thrilled to be working with them in the UK,' he explained. Snadden went on that Fujitsu Siemens Computers grew its UK SME business by 28 per cent last year and has been expanding its network of accredited Elite SME resellers. He added that the vendor plans on working closely with its new distributor to develop sakes programs that will support reseller business development and help the company maximise sales of Fujitsu Siemens computers in the UK market.
Panda Software, +44-870-4445640, www.pandasoftware.co.uk;
Software Dialog Direct, +44-1444-440006, www.softwaredialog.co.uk;
Nebulas, +44-20-76540080, www.nebulassecurity.com;
WebCohort, +1-866-926-3578, www.webcohort.com;
Sybari Software, +44-20-89873299; www.sybari.co.uk;
Computer 2000 UK, +44-1256-463344, www.computer2000.co.uk