Proginet Looks to Grow Indirect SalesBy Sara Driscoll | Posted 2007-11-27 Email Print
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The enterprise software vendor is seeking channel expansion.Proginet is looking to have the majority of its U.S. sales through the channel within the next three years.
The enterprise security software vendor has traditionally used the channel internationally but had only a direct sales force in the United States. "We realized that to continue our growth we had to improve our go-to-market strategy and the way we plan on doing that is through the channel," said Kevin Bohan, CIO at Proginet.
He said the vendor has around 5 to 10 percent of U.S. sales through the channel but hopes its current reseller recruitment drive will increase that number to 25 percent of sales by next year, and to 50 percent by the following year. Bohan said the company wants 75 percent of revenues to come through the channel within the next three to four years.
"Once a partner registers an opportunity our direct sales force cannot touch it. Also, our direct sales teams target mostly the high-end customers, so there is an opportunity for our channel in the midmarket," he said.
The vendor's channel program has three tiersPremier, Preferred and Affiliateand each level receives different benefits depending on the level of commitment from the solution provider.