Sophos looks regional for small business growth
- 17 August, 2004 07:29
Antivirus and anti-spam vendor, Sophos, is looking to recruit more regional resellers as it tries to increase its small business presence.
The UK-based company launches a suite of products designed especially for the small business market in April.
“Small business is an obvious place to focus on in the Australian market because the vast majority of companies here fit into that category,”
Sophos sales director, David Higgins, said. “We see a need for additional partners in regional areas like Albany, Lismore and Townsville.”
Higgins said potential partners should have a focus on security and appreciate that there was more to a security solution than antivirus and a firewall.
“Many people have looked at the market purely as antivirus and firewalls," he said. "They have not seen spam as a potential threat to their business."
Sophos spent last week holding reseller events in Sydney, Melbourne and Brisbane to update partners on the company’s strategy. While admitting the message was remarkably similar to the one delivered last year, Higgins said this wasn't a bad thing because resellers looked for consistency from a vendor partner.
And despite being a former Tech Pacific category manager, he said the company had no plans of appointing a distributor to help it get a bigger slice of the small business pie.
“Our single tier channel is a key differentiator for us,” Higgins said. “It means we have close relationships with our resellers and are one step closer to the customer. We determine who our partners are.”
Sophos sold all of its wares through a direct model five years ago but now shifted about 70 per cent through the channel, Higgins estimated. He claimed the vendor’s business had grown by a compound rate of 50 per cent during a similar time period.