Big opportunity for small VARs. Check it out:
(Microscope Via Thomson Dialog NewsEdge)
Whether you are an enterprise VAR rolling out multi-million pound infrastructures or an SME-focused reseller, security is a core competency.
According to analysis from research firm Point Topic, a total of ?1.8bn is spent on security by businesses annually in the UK, with spending split across all sectors.
The research showed that 99 per cent of businesses with data access have security in place, with small companies spending between ?15 and ?134 per month and the biggest businesses paying between ?950 and ?2,500.
According to Tim Johnson, CEO at Point Topic, the bigger companies need more complex products and consultancy. ?Firewalls and antivirus systems show a high take-up at all sizes of premises, while disaster recovery plans, documented procedures and regulatory compliance monitoring are much more frequently seen at larger sites.?
Firewalls and antivirus are still the bread and butter sales, but increased commoditisation combined with the changing threat landscape has meant resellers have built their expertise and can now offer enterprise-class products.
David Emm, senior technical consultant at security vendor Kaspersky Lab, believed there was no reason why resellers should not sell to large enterprises. ?Large companies quite often prefer to work through a particular reseller rather than different vendors because they have good relationships and can get multiple products from one source,? he said.
Jason Hill, sales director at distributor Tekdata, agreed. ?The average size of our partners is between seven and ten people and they are winning some major deals,? he said, adding these small businesses could do this as a result of building up their own skills over the years as well as increased distributor and vendor support.
Copyright 2006 Reed Business Information - UK. All Rights Reserved.
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