Distributor Soft Solutions has ramped up its relationship with US-based security vendor Sunbelt Software, going from reseller to local master representative.
Sunbelt director of international sales, John-Erich Mantius, says his company began recruiting for a master representative in January, and felt Soft Solutions’ approach aligned with its global, go to market strategy.
Soft Solutions will be distributing Vipre antivirus and antispyware, Counter Spy anti-malware, Ninja email security and Sunbelt Exchange Archiver.
“We want to start bringing resellers into the fold and introducing them to Vipre,” says Mantius. “It isn’t the traditional bloatware that’s associated with antivirus products.” He emphasises that Sunbelt will offer good margins to local resellers.
Soft Solutions’ business development manager Paul Leslie says Sunbelt will effectively help resellers deal with end users during the recession. “In the current economic times we reasoned that people are going to want to squeeze even more life out of their hardware and the question [for companies] comes down to...a lighter footprint [product], but if that costs a lot of money to do [they’re] not necessarily getting ahead.”
Leslie says Sunbelt’s products have a good price point. “This means we can cross-grade people off their larger products for the price that they would be paying for maintenance.”
He adds that the company is targeting the SME market with Sunbelt, but it is also suitable for enterprises.
Mantius says Sunbelt software has traditionally been sold direct in the US, but internationally its strategy is 100 percent channel-based.
He adds Sunbelt is expanding because of strong demand for security software.
“With the advent of the economic crisis in the third and fourth quarter last year in the US, we were wondering what 2009 would look like. I can say that we’ve had the best performance in the company’s history in January, February, March and April.
“As IT budgets have become more constrained, people are looking for good value and that’s where our message has hit home.”