Fast-growing web security CensorNet is building its channels, and expects to expand into Europe eventually from its UK base. It has previously criticised the lack of development among big vendors on security, and particular, the lack of web app monitoring. It may find itself moving in the reverse direction as it needs to add on-premise management in order to cover the full spectrum.
Alex Kurz is the Director of Sales Engineering at CensorNet, having joined the company in February earlier this year from Trustwave. He tells IT Europa: “The bulk of our customers are in SMB, with up to a couple of hundred users, though we are working on some bigger deals.”
The private company has expanded rapidly – from ten to over 40 staff in the last year, and grown through local demand into other parts of the world – not yet into the rest of Europe, however. It seems to have done well in the UK education sector, where some 70% of current sales come from, but he cannot see any reason for this, not having targeted the sector.
MSPs are a target group that sells to; allowing them to rebadge and white box its solutions. “The product resonates well with them,” he says. Being a cloud-only product and with a straightforward standard configuration that works with most web apps, it has an appeal to them. And he does not see a single obvious competitor in the marketplace.
Appointing UK distributor Blue Solutions last month fitted in with the plans, given its concentration on resellers selling to the SMB sector. The channel will be further encouraged by CensorNet's plans to incorporate its full range of email, web and filtering solutions into one offering, but this is part of the future plan. At present it just looks to continue growth with reseller recruitment.