Mobile security and networking vendor Pulse Secure has made headway in eastern Europe by adding three more distributors to its line-up.
Pulse Secure has signed on with Marvel, a Russian computer equipment distributor with offices in St Petersburg, Moscow and Almaty, Kazakhstan.
The security vendor has also signed a contract with Krakow-based distributor Clico, which will offer Pulse Secure's products across Poland and Romania, and Budapest-headquartered Relnet for Hungary.
EMEA partner director at Pulse Secure John Mitchell said that eastern Europe holds opportunities for its legacy solutions and Russia provides a "healthy market demand" for virtual private network (VPN) technology for mobile devices.
"Distribution partners like Clico and Relnet are able to target legacy partners in eastern Europe. Whereas our Russian distributor Marvel can take advantage of that territory where there has always been a healthy VPN market demand," he said.
"We have not been able to enter eastern Europe in the past but now we are at a point where we are able to invest resources there."
Pulse Secure launched its NAC Ignite partner programme in June to run alongside its original Connect Now partner programme. The NAC Ignite programme comprises of additional certifications for network access control (NAC) offerings including Pulse Policy Secure.
Mitchell had previously told Channelnomics Europe that he was looking to sign on up to 20 partners to the programme by the end of the year.
"If you look at our core territories, the UK, France, Benelux, the Nordics and Germany, the evolution of the NAC programme was put in place to target and focus on a small group of partners and get them enabled and give them MDF to push progression in the technology space," said Mitchell.
Mitchell said that he has signed on recently united managed security powerhouses SecureLink and CoreSec to the NAC Ignite Programme as well as French network security firms Interdata and Nomios, and UK-based Network Utilities.
The partner director said that he will likely have between 13 and 16 NAC Ignite partners across EMEA by the end of the year.
Although Pulse Secure has stepped up its efforts to recruit NAC Ignite partners, Mitchell said that there is a significant number of "dormant" members among the firm's 1,400-strong EMEA partner network.
Mitchell revealed that next week he will be launching a promotion through distributors which will look to encourage partners to take on Pulse Secure's newer PSA product line. Under the promotion, Pulse Secure are offering PSA hardware boxes to EMEA partners free of charge.
"We have a nucleus of significant partners who are our big bet partners. They generate around 50 to 60 per cent of the revenue that we enjoy in EMEA. We have that small nucleus, but we have more than 1,400 partners in the programme including a lot of very dormant partners that only have renewals with our older technology," he said.
"We are looking to recover these partners with our distributors to get those dormant partners to sell our newer products. We will be launching a promotion next week to drive that technology refresh which includes a free-of-charge hardware initiative for customers moving from SA to PSA. The PSA range is fit for purpose, it is cloud and mobile ready."
Arrow and Westcon serve as Pulse Secure's primary distributors for most European geographies. The firm dropped Avnet from its distribution line-up last year in an effort to streamline its business model and focus on mobility.
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