was instrumental in developing the other European country. The company offices in the UK, Norway, Germany
company's global branding initiatives, also reports a strong presence in and Spain. Previously, vice president
Johnson will take overall responsibility Czech Republic, Russia, France, Italy EMEA of the Corporate Sales Division
for building the Sophos brand. and the UK. at HP Software, he says: “We secured
Based in the UK, Jill Murray, who the intellectual property of the
joins Sophos from Symantec, has been company including most of the staff.
appointed as EMEA marketing director. Nimsoft acquires, They had been working hard on
www.sophos.com builds channels developing products and this gives us
the ability to monitor the service from
both ways – the end-user and kernel.”
Brocade looks for This will help Nimsoft in key
high-end VARs areas: for example managed services
BROCADE has expanded its providers make up more than a third
programme and wants to attract of the business, and is its fastest
more VARs. EMEA Sales Partner growing market. The addition of
Director Barbara Spicek : “We started Indicative adds business service
our Alliance Partner Programme management (BSM) and end-user
four years ago and since then we response time monitoring capabilities
have implemented a number of to its solutions for network
enhancements.” monitoring, server monitoring,
Among the services offered database monitoring, application
to its partners Brocade provides monitoring and service level
account coverage, business and management (SLM), he says.
market development plans as well
Tim Bisley
Nimsoft has picked up a number
as technical and sales support and of integrator partners, and this will
training. “We also offer four Brocade PRIVATELY-owned Nimsoft has blown be added to by Indicative Software’s
certifications: Brocade Partners, some of the $10m (€6.3m) it raised own channel. With a core base
Brocade Distributors, Alliance Partners last year from venture capital on US of customers in financial services,
and Enterprise Alliance Partners,” she software house Indicative Software once might expect him to be a bit
points out. for an undisclosed mixture of stock concerned at forecasting growth,
The company operates across all and cash. This fills a gap in its but he says, “CIOs are interesting in
vertical sectors, targeting enterprises enterprise service level management cutting costs and find ease of use and
such as telcos, insurance companies, solutions, and adds 22 to its 140 deployment a challenge.”
banks and financial institutions, headcount. So even though Nimsoft is up against
which require high-end solutions Nimsoft retains its R&D in Oslo the big four enterprise management
as well SMBs, offering them lower where it started, but the centre of vendors, it thinks it has a winning
cost products. In her opinion, the gravity has moved slightly further message. Tim Bisley says he has been
SMB and mid market offer the to the US. European headquarters getting calls from partners of the big
biggest opportunities for Storage is in the UK; CEO Gary Read, also names who want a better solution:
Area Networking (SAN), as it’s a from the UK, is based in the US, and “There is evidence that the partners are
relatively new area which has reported will continue to lead the business. losing faith with the big names”
an increasing demand. As Spicek Indicative Founder John Smith is “We have our feet on the ground,
explains, the company operates across Nimsoft’s new VP Strategy, responsible and by being focused can offer them
EMEA through three main distributors, for corporate and product strategy. something that is not the IBM or HP
Avnet, Bell Micro and Distrilogie, The current performance and software, nor the CA mess.”
but it intends to invest more in the availability monitoring market is Partners will benefit from the
recruitment of high-end value-add dominated by four large vendors, expansion of the channels: “We see
resellers (VARs). HP, IBM, BMC Software and CA, a lot of growth there, in fact it is the
“We are particularly interested in but Nimsoft says that “customers quickest way to hit the market.”
high-growth regions such as eastern continually report and complain Nimsoft France has just put an
Europe, Middle East and Africa as well about painful complexity resulting in experienced parent manager in place;
as fast-growing markets such as Spain,” large amounts of professional services there are more people in the Nordics,
she explains. According to Spicek, and a high cost of ownership from where Nimosft alrady has a big name
Spain is a particularly interesting products that are dated and over- in Norway. And a new appointment
market for Brocade given that the engineered for today’s requirements.” in eastern Europe will build a 100%
latest IDC figures show that storage Tim Bisley (right), VP EMEA, leads channel approach there.
adoption is faster there than in any Nimsoft’s EMEA sales operation with www.nimsoft.com
JUNE 2008 8020 EUROPA 57
56,57,58 partners.indd 2 13/6/08 09:28:52
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