"We've not been very channel centric in the past."
That was the admission of Rick Kramer, Kenna Security's VP worldwide of channels and alliances.
He told CPI that the US intelligence platform firm is overhauling its sales strategy to transform from a direct vendor to 100 per cent channel.
Kramer said that although that decision was made in April last year, what's changing now is that Kenna Security wants to drastically ramp up its partner recruitment, and to offer differentiated incentives to specific profiles of channel firms.
"Before, we didn't have much differentiation worldwide from one partner to another," he said.
"Twelve months ago I would say we probably had less than five partners globally. And today, that number is approaching 35-40.
"In the UK, specifically, a year ago SecureLink was the only partner who knew who Kenna was.
"And now, our partner system in the UK is approaching 10-12 partners that I feel really good about. They're some of the biggest integrators and small boutiques."
Kenna Security claims that its global channel revenue has grown by over 400 per cent in the last year.
Kramer said that to grow further, the firm sees the MSP market as a strategic target.
"We only have a few now - five or six globally - so that's one area where we need to grow," he said.
"We're launching our MSSP programme as well, which provides better pricing for MSPs, which can provide more support to our customers. We've also launched a MSP portal. We're making significant investments to support a much broader population of MSPs in Europe and in the US."
Kramer said that Kenna Security wants to quintuple its roster of MSPs to 25 by the end of the year "especially in Europe".
He added that he believes the firm's appeal for MSP partners is that Kenna Security's intelligence platform is vendor neutral.
It currently has partners in the UK, Benelux, the Nordics and in Spain, although, most of its EMEA revenues are derived from the UK.
However, Kramer said that he sees 2019 as the year for the vendor to penetrate new EMEA markets, especially Germany and France.
To aid that, Kenna Security signed a deal with its first distributor, UK-based Distology, three months ago.
"We are very UK-centric at the moment. All of our EMEA staff are here.
"We're looking for partners who can help us scale across European countries. That's the priority for us.
"I want to us to expand in Europe via the channel, so I don't want to put staff in countries without a channel already there…
"However, I want to have feet on the ground to support partners in markets by the end of this year."
Some say performance, others say money but it may be systems and processes that carry the day
German reseller opens office in Slovakia and pledges to hit headcount of 150 by end of 2020
Xerox's bid for HP was confirmed last week
German VAR expands in western Switzerland with Codalis acquisition