Clearswift unveils new channel strategy

The change comes as the security vendor shifts away from what it claims is traditional security vendor marketing.

Speaking to CRN, local managing director, Peter Croft said the security market is completely dominated by people selling on fear and doubt.

"[Instead] we're focusing our brand around enabling and collaboration. Our customers can use the web safely," he said.  "We say, go and use whatever you want and we'll enable you to do that safely.

Clearswift hired Richard Turner as its global CEO late last year and according to the local MD, Turner is leading the transformation.

"Turner was brought on because he had a very large track record in sales execution," said Croft.

"We've always been as good as it gets in technology. We had to do justice to that technology buy making sure we're selling the product."

Furthermore, the company recenlty appointed a new global VP of channels, Miles Rippon and an APAC channel manager, Melissa Dean who will monitor all local reseller activities.

Croft said: "We've always been a channel company but we've not had a consistent [global] channel strategy. What we're aiming to do [now] is provide far better benefits with the resellers we already deal with."

Clearswift has also added the channel as discipline in the company and wants to use the new strategy as a platform to increase resellers.

"It's a richer experience to be part of the channel program. We've taken the view that we have a more end-user awareness of who we are. If our resellers are successful then we are successful."

Clearswift currently offers deal registration benefits, marketing funds, co-op marketing for marketing campaigns and brochures and rebate schemes for achievement of target.

Meanwhile, commenting on the current economic climate, Croft said Clearswift is going to survive the downturn because it has a very large business with a loyal install base and it doesn't require vast amounts of venture capital cash to fuel it.

The company aims to have the changes completed by 1 April.