ObserveIT detects UK channel opportunity

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US activity monitoring company, ObserveIT, has landed in the UK with plans to recruit channel partners to grow its presence in the region.

The Boston-based firm’s UK sales have, until recently, been covered by remote support. Now however, it hopes the launch of a new partner programme, plus the appointment of Qualys exec David Tredwell as its regional VP of sales for EMEA, will kick-start its EMEA expansion.

ObserveIT says the new channel programme, RAMP, provides VARs, technology and service provider partners with discounts, free training and certifications. Participants receive marketing support that includes lead sharing, specialised collateral, and co-marketing funds. Also, its JumpStart incentive provides a guaranteed 30 percent margin on new business registered with ObserveIT.

“ObserveIT’s goal and business model is designed around a 100 percent channel focus,” ObserveIT’s CEO, Paul Brady, tells Channel Pro. “There is an opportunity for partners in this programme to not only drive new revenue streams for their business but also to pick up past direct business that was driven by ObserveIT in markets where we did not have partner coverage.”

Brady says the new programme is leading to “several new inquiries and interest from many established European security partners which the new UK team is evaluating for the programme.”

The firm, which also signed a distribution agreement with Zycko in November 2014, says it doesn’t have a set number of partners to recruit, but is looking to work with “forward thinking security firms that understand how to position user-based risk and our solution within their existing portfolios to offer robust solutions to customers.

“As a smaller technology company it is key that we choose the right partners that want to grow with us and can understand how to position our solutions,” says Brady.

In addition, the vendor says it plans to add local sales management and local channel support in 2015.

ObserveIT – whose competitors include SpectorSoft, Balabit, and Centrify – is privately funded and received a $20m investment from Bain Capital in 2013.

Christine Horton

Christine has been a tech journalist for over 20 years, 10 of which she spent exclusively covering the IT Channel. From 2006-2009 she worked as the editor of Channel Business, before moving on to ChannelPro where she was editor and, latterly, senior editor.

Since 2016, she has been a freelance writer, editor, and copywriter and continues to cover the channel in addition to broader IT themes. Additionally, she provides media training explaining what the channel is and why it’s important to businesses.