Networking firm adopts two-tier channel model

Network security specialist Bradford Networks is moving to a two tier model for the first time with a distribution deal with Basingstoke-based Siracom.

Siracom will focus on Bradford’s Network Sentry platform, a security prodeuct that can identify and profile all mobile devices and users on a network, as well as its Network Access Control (NAC) technology. The disti says it will deliver consultancy, implementation and integration services, and post-sales support, as well as upskilling its top 20 resellers to become tier one systems integrators.

Until last month Bradford operated a single tier model. In the UK, its largest gold partner is Khipu Networks, which has been instrumental in the growth of the firm’s products in Higher Education. The vendor has also seen some success with reseller EAC Network Solutions in independent schools and academies and Qolcom in Higher Education in Scotland.

“We’re seeing a huge take up of Wifi at the moment,” says Siracom’s MD, David Thompson. “The education sector has always been ahead of the pack, but the rest of the field is now catching up and we’re seeing lots of opportunities in new markets like healthcare, warehousing, logistics and enterprises.

“But with widespread Wifi adoption comes challenges, none more so than security and control. Once you open the door, you need to protect the entrance – and with our go-to-market NAC offering, we believe we can do this,” he adds.

Already a distributor for Wifi vendor Meru Networks – of which Bradford is a technology partner – Siracom will now look offer packaged solutions to organisations looking to manage and secure their WLANs.
According to Scott Tyson, Bradford Networks’ channel manager, the firm has “a compelling story in combining Meru’s technology advances in wireless requirements in high density environments with Bradford’s ability to provide access control to their wireless environments.”

He adds: “Meru sees Bradford as an eco-partner who they promote within their reseller base as a solution that complements Meru across all verticals.”

Of the deal with Siracom, Tyson says “we expect them to do the heavy lifting and with Siracom’s pedigree and longevity in the networking market, we know we have a highly technical and experienced team of individuals and access to hundreds of other resources via their reseller network.”