Network Engines turns to VARs to rev up sales

Firewall appliance vendor Network Engines is looking for more partners to increase its market share. The vendor, which developed its NS series of firewall, Web and branch office acceleration appliances in partnership with Microsoft to work with its Internet Security and Acceleration (ISA) server 2004, recently appointed Unipalm as its second UK distributor. It also works with InTechnology in the UK.

Speaking to CRN, Gareth Green, general manager EMEA at Network Engines, said: “We recently introduced the Websense Security Suite onto our appliances. It made sense to have both of Websense’s distributors, Unipalm and InTechnology, on board.”

Green added that the vendor wants to talk to security savvy partners that work on the Microsoft platform.

More than half of Websense’s business is ported on ISA-based firewalls and Web security devices. Typically VARs are not making much money on ISA. But now, instead of selling Websense on a white server, they can make margin from the appliance sale.

Green notes that markets of interest to the vendor include finance, retail and government because of their ‘multiple branch’ model, which present a good sales opportunity.

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