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Bit Defender aims resellers at SMB

Bit Defender aims resellers at SMB

Security vendor claims new SMB product line and low margins in consumer products for partners have triggered its push up the value chain

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Anti-malware vendor, BitDefender, is encouraging local partners to lift their focus from consumers and onto the SMB space.

BitDefender business unit manager, Mihai Rusescu, recently oversaw a training program for the vendor's distributors and resellers in Melbourne on how to target SMBs with the new BitDefender product line, which has been developed with these customers in mind.

"The training involved both the commercial and technical side. We want our resellers to be value-adding in areas such as technical support and installation to solve as many problems as possible before BitDefender and our local distributors are called in," Rusescu said.

BitDefender's new focus was in response to tightening market conditions in the consumer space, despite the increase in Internet threats. "Margins are not very good, and there's much more interest and profit in the channel to target corporate markets," he said.

Increasing convergence between home and work use of technology also meant it was important to protect consumer notebooks and PCs with enterprise-grade security products, Rusescu claimed.

BitDefender is actively looking to recruit new corporate resellers in light of the new SMB interest.

"We're encouraging our distributors to go out and find these resellers. There's also the option of adding more distributors if it becomes necessary in the future," he said.

BitDefender's product line is distributed locally by NetFreighters and PICA.


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