Easy multi-tiered web filtering

For the past five years, Packet Dynamics has developed internet filtering solutions designed for Corporate and Public Sector clients. The companys latest Bloxx range provides solutions for networks ranging in size, from 50 to 50,000 PCs. We asked Eamonn Doyle, Managing Director, Packet Dynamics Ltd, to talk about the companys channel strategy.

Q: What is your route to market?

A: Bloxx is sold via our own established network of resellers who tend to focus on key marketplaces (for example, NHS, education, corporate, etc) or those who specialise in IT security. Our resellers enjoy first class service from the Bloxx team and we presently have no plans to sign up distributors in the UK marketplace.

Q: Why do you think partners and customers choose Bloxx? And, why should new partners choose to work with Bloxx?

A: There is a lot of confusion in the web filtering market. There are suppliers of appliances who then add whatever filtering software is flavour of the month; there are web software companies still committed to legacy URL database-only solutions with nasty price per-user cost structures that penalise large network users. Most seem to be overly complex to install and maintain.

Bloxx-no nonsense is about simplifying all thisBloxx provides multi-tiered web filtering that can even block inappropriate sites weve never seen before. Reporting can all be automated and our Intel-made appliances deliver the power clients need. We steer clear of the cost-per-user model, so the larger the network, the more large clients save. Bloxx is easy to install and day-to-day updates are automated too.

New reseller partners are typically familiar with conventional web filtering solutions, but recognise that appliance based filtering with advanced filtering, on board cache and a no cost per user approach has great appeal. Margins are strong with resellers enjoying good recurring revenues. The growing demand for appliance based security products justifies resellers including Bloxx in their portfolio or supplementing current web filter offerings with our unique blend of selling points.

Q: How do you support your channel?

A: I am directly responsible for overall channel management. In addition, we offer account management, access to telemarketing resource (free for approved campaigns) and end user, on line demonstrations. In return we ask for sales/installation staff to be trained (free) and we ask that resellers have a demonstration unit which is available at substantial discount. We will also consider co-funding events, etc.

Q: What benefits do you offer your partners?

A: We offer excellent margins for resellers (20 to 35 per cent) with recurring revenues in return for first line support only. New partners agree a marketing plan with us and we agree how to provide help to implement the plan (for example, cash contribution, resources, etc). We have many reference sites in all markets.

We provide approved resellers with access to stock to facilitate a 14-day sale or return policy for prospective clients. In addition, we provide collateral (case studies, buyers guide CD, mailers, etc) which again is free to approved resellers.

Q: Are you looking for new partners?

A: We are currently seeking resellers across the UK. Our aim is to have channel partners focussed on key vertical markets or working solely within IT security. We pride ourselves on avoiding channel conflict and maintaining margins so we will not appoint a reseller where it will cause conflict or where a reseller is known to discount unnecessarily.

I would be happy to forward details of Bloxx to potential resellers and arrange if appropriate an on line demonstration to overview our solution. Alternatively, you will find Bloxx at Infosec 2005 (stand 190) or check our web site www.bloxx.com