Anti-virus vendor changes partner programme as it looks beyond SME market

Anti-virus vendor Panda Software has revamped its Business Partner Programme as it looks to move beyond the SME market.

The vendor, whose flagship products include the Titanium Antivirus and Platinum Internet Security suites, has invested more than £1m in additional technical support for its UK partners. It is also looking to recruit an enterprise-level reseller and has signed a deal with Insight, which will become its key mid-market partner.

Mark Watkinson, head of marketing at Panda, said: “In the past we have worked primarily on a box-shifting level, with us providing end-user support. But now we are looking for more of a partnership with our resellers.

“We have appointed Insight for the mid-market, but are still looking for a top-end player. There is hot competition in the anti-virus market, and we have to get our message out there.”

Watkinson added that Panda partners will not be divided into different levels. However, they may qualify for benefits, such as increased margin and support, depending on the level of business they conduct with Panda. The vendor has also launched a new partner portal, designed to provide its channel with product information, white papers, banners and support.

System builder Hi-Grade Computers has become Panda’s latest partner. Tony Harris, purchasing manager at Hi-Grade, said: “Panda provides a solution that offers more than a commodity product. It is not a re-badged product stuck together from disparate suppliers into one suite.”

He added that the vendor offers good technical support and a strong channel focus.