Sophos seeks regional resellers in SMB drive

Sophos seeks regional resellers in SMB drive

ANTI-VIRUS and anti-spam vendor Sophos is seeking resellers across the regions as it aims to boost its small business presence.

The UK-based company launched a suite of products designed especially for small businesses in April.

"The small business software suite is aimed at 100 users and down, which covers 95% of the New Zealand business sector. But we have product that can take us to 100,000 users," says ANZ managing director Rob Forsyth.

The company launched its recruitment drive in Auckland early in August, while launching a similar initiative across Australia.

Sophos claims around 30 resellers in New Zealand and expects to recruit around 20 more. Provincial areas like Hamilton and Christchurch already have Sophos resellers but other areas either do not, or need more.

The vendor seeks resellers with a focus on security that realise security also includes spam as well as anti-virus and a firewall.

Until five years ago, Sophos sold all its wares directly but now around 70% of stock is through the channel. Sales are claimed to have risen 50% a year since then.

"When you have low brand awareness in the market, the channel doesn't have a lot of people through. Direct is the way at first and then when you are better known, you allow referrals through the channel. We aim to wean our current 30% of customers [who are still direct] off direct sales," Forsyth says.

Sophos has no distributor, saying the logistics of storage and delivery of software is now mostly electronic. The vendor also says that bypassing a distributor makes it one step closer to customers and it can determine who its partners are.

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