Data encryption specialist DESlock is strengthening its channel credentials with a new appointment and programmes aimed at moving to a more channel-centric model.
The firm’s current 15 or so active partners is likely to double, according to DESlock managing director David Tomlinson, although the firm’s current distribution agreements with Sigma and CMI Labs will remain unchanged at this stage.
Although according to Tomlinson, “around 75 percent” of its business is transacted through the channel, the process is highly technical and requires considerable support from the vendor.
He admits that even with its flagship OEM customers like Nokia, large partners like Computacenter and high profile customers like Royal Mail, the firm has not been proactive enough. “We never put any money into advertising,” he admits, but stresses the firm, which is profitable, will be increasing its brand awareness is fully committed to growing its indirect credentials.
DESlock has appointed Kevin Percy, previously with antivirus vendor ESET UK as its new channel manager. Percy’s first task will be to help the channel adopt the new deal registration programme, giving an additional 10 percent on closed business or a five percent rebate if the deal is closed by another partner.
Tomlinson believes that acquisitions across the security space, started by PGP absorption into Symantec, Aladdin moving to SafeNet and the more recent purchase by Sophos of Utimaco, has left a hole in the channel for a focused encryption provider.
