“We see our channel as being our conduit to service delivery to end customers,” he says. “We don’t want to become a huge service organization outside of kind of core technical support and pre-sales engineering support.”
According to Walling, Safetica’s DLP solution has been performing well in the market since its North American debut in September.
“Our opportunity flow is substantial,” he says. “We see anywhere from 7 to 10 new opportunities per day flowing into our pipeline.”
Somewhat to his surprise, however, most of those opportunities involve midsize rather than small businesses.
“We are still frankly trying to crack the ‘S’ in SMB with data loss prevention technology,” Walling states. “We believe the channel’s going to do that for us.”
Temprano will introduce another European software product within the next few months. For the moment, Walling will share only hints about what kind of product it will be.
”It’s not a new category, but it’s one where we believe we can disrupt a little bit,” he says, especially as far as channel margins are concerned.