Clearswift portfolio sales strategy embraced by channel


Clearswift portfolio sales strategy embraced by channel

Simon Quicke

Clearswift has managed to encourage its resellers to sell across its web and email appliance portfolio in the last year having a direct impact on its third quarter sales.

The security vendor was able to boast of a 78% increase in appliance sales with 30% of customers taking both the web and email products.

Miles Rippon, vice president of worldwide channels at Clearswift, said that it aimed at driving that number of joint sales via the channel upwards to at least the 60% mark and commented on the willingness it's top tier partners had in selling both products.

It has been almost a year since Clearswift unveiled its Catalyst channel programme and Rippon said that the training and support had been taken up by resellers and supported by its sole distrubutor Sphinx.

He said the relationship with Sphinx was going well and it had no plans to review that relationship but continued to add resellers to the fold with its current number of registered partners in the UK rising to the 60 plus mark and despite the recession the channel had remained stable.

"The upgrade business has been affected and we are seeing customers stick with existing systems, or move to us from another vendor," he said.

He added that it had been running a dealer promotion to pay double points to those that registered deals with the vendor that came from rivals.

The private company keeps its revenues and income figures to itself but it also announced today the appointment of Andrew Wyatt as chief operating officer after joining from Noikia Siemens Networks with a track record building international business which appealed to his new employers.

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