Security software vendor Webroot has finally committed to the channel with a major push that adds a new distributor, a comprehensive channel programme and new internal headcount to support partners across EMEA.
Webroot, which has been with Gem Distribution for several years and had only previously offered its software through Dixons and Staples, aims to take on around a 1000 partners through its new agreement with EntaTech.
The firm is targeting a 50/50 split between glass front retail and the channel and will be offering a range of options including retail boxed, disk-only and channel download with discounted multi-user licensing through EntaTech.
Partner network
Although Webroot has been in the UK for nearly six years, the new channel programme is its first real step at establishing a partner network. “No one is given the indies real tools to grow their businesses in this market,” is the view of David Bennett, director EMEA Consumer Business Development for Webroot. “We have created a simple business model for the channel that offers a real value proposition.”
Webroot, which Bennett claims has the number one boxed retail internet security product in the US, hopes to achieve similar success in the UK. Bennett believes that its high-end product will offer many more features than rival Symantec at a slightly cheaper price and with better margins for resellers.
The Webroot Partner Programme will include a revenue share scheme, enabling partners to receive up to 25 percent of renewal sales from their existing customers who renew annual subscription on the firm’s flagship product. Webroot will also give eight percent recurring revenue on its entry level product, even on retail boxed products.
The partner programme offers a self-serve web portal for sales and marketing tools, access to Market Development Funds and volume software discounts. Webroot is also planning to organise technical and sales training seminars which will be made available to even the smallest retailer. “One of our goals is to reinvigorate our brand in the big glass fronts,” claims Bennett. “End users will see our green boxes everywhere.”
Single sign on
Bennett also hinted at a number of other areas where Webroot will be delivering products over the next year, including an exciting single sign on solution for helping users secure multiple passwords and login credentials. The unnamed hosted system could also have some form of secure VPN element to allow users to securely carry out sensitive transaction, such as online banking, even from less than trusted devices or mobile devices.
To support its ambitious EMEA growth strategy, the vendor has added three additional staff in the region and has planned a number of promotional and press activities to support its outreach.
