Clearswift changes distribution tack
- 07 July, 2011 12:37
The change comes into effect on September 1.
The vendor embarked on a similar strategy in the UK and North America.
Clearswift regional channel manager, Chris Barton, explained it wanted to engage directly with resellers and create a point differentiation in the market.
“We needed to act a bit more immediately to opportunities and be a bit more responsive,” Barton said. “Being able to behave in a more nimble and agile way, gives us a point of differentiation.”
The vendor maintains about 80 partners in the market.
“We’ve got a small group of very focused partners that we’ve had for a number of years,” he said.
As part of the move, Barton said it could place a significant investment into providing more sales, marketing and education initiatives. It is looking to hire more staff from sales and channel perspective.
“Being able to work closely with our partners means we’ll have more local resources,” he said. “There will be a couple of new hires to support the renewal and channel business as well.”