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SurfControl singles out vertical channel

SurfControl singles out vertical channel

Web filtering vendor, SurfControl, is seeking new partners in key vertical markets to boost its channel growth.

"We are looking for partners with a deep knowledge of certain verticals," managing director, Charles Heunemann, said. "We are very interested in health and education markets in particular".

Hospital life support systems that used IT were becoming more vulnerable to an array of threats via Web content, yet these organisations had very tight budgets to deal with the increasing dangers, he said.

Reviewing its channel focus had been partly a reaction to a degree of maturity in the Web content market, Heunemann said. Other changes had included segregating its partners into product areas.

"We have different resellers now for Web content filtering and email filtering products," he said.

Reacting to the changing market conditions also led to a reduction in numbers among its smaller resellers, he said. However, its tier one numbers had been stable and included partners like NetOptions, Volante, Commander, Mincom and Alphawest.

SurfControl would also continue to do its own distribution and maintain a limited direct sales presence, Heunemann said.

Low market penetration made SurfControl technology attractive to prospective partners, Heunemann said, with 80 per cent of sales to greenfield sites.

A combination of licence upgrades, software maintenance agreements and security signature updates provided channel partners with recurring revenue streams, he said.

Spyware was the next major threat, Heunemann said, citing IDC figures that two-thirds of the world's PCs are infected with spyware.

SurfControl recently released a spyware product, SurfControl Threat Shield, and had been promoting it to resellers via national roadshows.


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