Security distributor becomes first UK partner for Phoenix

Security distributor Wick Hill has become the first UK partner for basic input/out system (BIOS) software vendor Phoenix Technologies.

Wick Hill has claimed the partnership, which includes Phoenix’s flag-ship TrustConnector 2 and RecoverPro 6 software, provides “a significant opportunity” for its reseller base.

Ian Kilpatrick, chairman of Wick Hill Group, told CRN: “Phoenix Technologies’ software is deployed in more than 100 million machines worldwide every year. We are delighted with this partnership, because Phoenix is one of the biggest names in the industry. It is a great opportunity for both us and our resellers.”

Kilpatrick said the distributor will recruit about 25 to 30 medium- to high-end VARs to become fully accredited on behalf of Phoenix.

“There is not going to be a huge number of accreditations, but we also intend to make the software available to smaller partners,” Kilpatrick said.

Robert Mol, senior director marketing and distribution EMEA at Phoenix Technologies, said: “We have traditionally focused on the system builder and OEM markets, but we decided to broaden our focus and
start working with the channel because there are some good opportunities out there.

“We are investing heavily in our relationship with Wick Hill. It seems to be a very proactive distributor and we are confident of a good future with it. Our traditional OEM and system builder business is still going strong and we see this partnership as a good tie-in with our existing business.”

Mol added that Wick Hill will be the vendor’s sole distributor in the UK

for the time being. “We are not looking to flood the market with distributors,” he said. However, he would not rule out revising the strategy to incorporate further distribution partners in the future.