PARTNERS
Partners grow in redefined to see the profit in WiFi solutions, now to channel partners. The Enterprise
wireless channel is the time to get involved and Colubris 2.0 market, reckoned to be worth
is the right partner.” $4.6bn by 2013, is an uncharted
To support their recruitment of territory for VARs, it says.
new partners Colubris are about to Claiming current growth of 25% a
launch a new partner programme month, it is hoping a strong partner
and provide extra support to its network will boost its growth further
distribution partners. and speed up the company’s global
“Our new Channel Program which expansion. The company believes that
will be launched early May 2008 is the early entrants in the ‘business social’
not just a new set of words or Ts & market can count on attractive and
Cs. It is a whole new commitment consistent revenue stream. It is looking
to supporting channel partners,” at the UK, France and Germany for
explained Gary Mead. “We will be the first wave of recruits, spokesperson
working hard with our distributors to Zuzanna Pasierbinska-Wilson says.
train and support our partners and “Not involving the channel in
enable them to offer high value, high social business software is a huge
margin solutions and develop the oversight”, said Alastair Mitchell,
Gary Mead
skills to build a solutions practice.” CEO, Huddle.net. “Software-as-
“In particular we will be putting a-Service (SaaS) is easy to sell ‘as
WIFI specialist vendor Colubris market resources behind our partners it is’, requires no ongoing hosting
Networks is about to launch a new to ensure they are able to generate, or maintenance and the open API
partner programme and embark on qualify and close sales leads. Whilst means that these services can be
an aggressive recruitment campaign our partners go through the learning ruthlessly customised. Any reseller
across Europe according to Gary curve our distributors and Colubris can gain additional profits from
Mead, Vice President International will help fill any gaps.” developing or offering new custom-
Sales, at Colubris. Many channel companies have made applications. There are further
“Colubris has always been indirect avoided the WiFi market which opportunities for revenue from
but we need to be even more channel- went mainstream and thus low training and support.”
focused and much more bullish about margin almost overnight. However Huddle.net combines online
what we have to offer our partners.” over the last 2 years we have seen collaboration, project management
“Our reputation in the WiFi market organisations implementing serious and document sharing using social
is second to none when it comes to WiFi installations, not just to support networking principles.
technical competence and quality hot spot and mobile users, but to www.talkandvision.com
of product. However our focus has support mission critical business
been much too narrow to date, on applications and more importantly
complex market segments where our voice. The advent of 802.11n now Sophos marketing
competence shone through.” makes WiFi a serious contender to IT security and control firm Sophos
“We now need to broaden out and traditional wired networks and thus a has appointed two experienced
take Colubris into the mainstream critical part of the enterprise network. marketing experts, charged with
WiFi market and recruit channel This means that any channel solution building brand awareness for the
partners who want the best product to provider now needs to get involved in company in the UK and the rest of
build professional wireless solutions.” WiFi and understand how to manage the world. Bringing with them almost
The timing of Colubris Networks and control traffic across it. 30 years of experience in marketing
expansion into the broader market Colubris has obviously identified global technology brands including
coincides with a major shift in this shift in the use of WiFi and Trend Micro and Symantec, Martin
the wireless marketplace as Gary chosen this point to expand its Johnson and Jill Murray will work
explains, “WiFi is on the cusp of presence and capitalise on its to raise the profile of the company
the third wave of technology. With reputation It will be interesting to see across global markets.
the significant launch of the 802.11n how its partnership proposition is Martin Johnson, who is appointed
standard WiFi is now capable of viewed by the channel. as director of corporate marketing,
replacing wired networks at the edge www.colubris.com will develop a long term strategy for
of the network.” Sophos as a global brand, building upon
“The move to ‘n’ is happening at an the success in markets where Sophos
incredible speed and will redefine the Enterprise 2.0 partners sought is already seen as a leader, as well as
WiFi market. For those in the channel, UK-BASED Huddle.net, a eW b 2.0 promoting the company in new markets.
who may have avoided or been unable company, has opened up its network Coming from Trend Micro, where he
56 8020 EUROPA JUNE 2008
56,57,58 partners.indd 1 13/6/08 09:28:51
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