Email security vendor Sendmail is hopeful that a new partner programme and UK channel chief will raise its profile and enable it to make a splash in the small to medium-sized (SME) market.

Michael Taylor, who arrives from his previous role overseeing Nokia’s western European business and channel development, has been appointed as Sendmail’s UK channel sales manager. He has been tasked with attracting 10 VARs to sell Sendmail’s messaging security systems into the SME market.

“We offer email infrastructure in a box and that is something that none of our competitors have,” said Taylor.
Sendmail’s vice president of sales, Ian Emery, said the firm is strong in the enterprise space, particularly
in the financial services market. “We have been selling these solutions to large organisations for 25 years, but no one has heard of us,” he said.

“SMEs have resellers as trusted advisors and look to them for advice on what to buy. A channel programme is the only way we can address the SME market.”

Emery indicated that Sendmail would not be using distribution partners initially. He also revealed that if successful in the UK, he may look to roll out a similar channel model in mainland Europe.

Paul Prior, managing director of security VAR Foursys, felt Sendmail could struggle to have the desired impact in a well-established market. “Many customers already have a solution of some description. There is a strong move towards managed services, especially in the SME sector.”