Websense kicks off its SME market assault today, by announcing an exclusive UK and Ireland distribution deal with Bell Micro.
As revealed by CRN earlier this year, the security vendor sent out letters to a select group of distributors in the UK, France, Germany and Benelux inviting them to apply for SME distributor status (CRN, 23 March).
The distributor announcement coincides with the launch of Websense’s first tailored SME product – Websense Express – which caters for firms with between one and 500 employees.
Frank Coggrave, senior director western Europe at Websense, told CRN the selection process involved three phases, with Bell pipping two other unnamed distributors to the post in the final shortlist stage.
“It has been a very long process,” he said. “But Bell was very impressive and has the geographical coverage that we are looking for. We wanted to reach a new set of local resellers that may already be selling hardware and providing servicing, and Bell will help us get our message to the right partners.”
Coggrave said Bell’s appointment will have no impact on Websense’s other distributors, e92plus and Computerlinks, which will continue to focus on the higher-end mid-market and enterprise space.
Duncan Hume, manager of the security division at Bell Micro, said: “We are delighted to be appointed as the exclusive SME distributor. IDC has identified a potential $270m untapped market in Europe and this deal is a big opportunity for us to strengthen our name as a security distributor.”
Mukesh Gupta, managing director of security distributor e92plus, said the appointment would not impact his business.
“It is a standard distribution model where firms such as Websense adopt the likes of Bell to get breadth across the channel,” he said. “I fully embrace what they are doing because it helps create more demand for the high-end products, which need the expertise of us and our resellers.”
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