Channel Marker

May 4 2010   3:38PM GMT

Small security vendor eSet earns VAR raves

badarrow Barbara Darrow Profile: badarrow

In a world where the big vendors race to get bigger (but not necessarily better), it’s nice to see innovative, smaller vendors gaining channel recognition.

eSet is one such vendor. The security specialist comes out of Bratislava, Slovakia, but with less exotic U.S. headquarters in San Diego. The company is gaining a good reputation for its anti-virus software and building a devoted cadre of VARs, many of which are weary of dealing with Symantec and other security software giants.

PowerSolution.com’sDave Dadian raved about eSet last year and is still enamored with it, having moved most of his Symantec A/V customers over. He likes the smaller footprint and efficacy but he really likes the fact that eSet is easy for him, as a VAR, to work with.

Frank Basanta, the COO of Systems Solutions in New York City, seconds that motion.

“The product has one of the smallest footprints in the market, one of the fastest scanning speeds and the company is very aggressive on marketing and advertising,”  he said.

It also helps that eSet doesn’t take VAR business for granted, Basanta said.

“They don’t’ rest on their laurels. One thing we liked– and this is real important,– is that throught the downturn, eset realized they had to do something to increase revenue besides coming up with special promos and  they worked really working closely with VARs. If you something, they get on the phone with you.”

That is not something the software security giants are not known for. Basanta said he gets good margin from eSet but the hands on attention might be even more valuable.

 

Face it, smaller companies have to be scrappier and smarter. And the downside of getting huge is that big vendors tend to carpet bomb their geographies with partners. Thus a Symantec or Microsoft VAR in New Jersey has to contend with hundreds if not thousands of other Symantec or Microsoft VARs in New Jersey. That’s not a good thing when it comes to margin pressure.

 
There are some quibbles.  Dadian wishes eSet would sell through distribution. “I don’t like having to go direct. That means we get servers and PCs etc. from Ingram Micro and Tech Data, but then have to order A/V through them.” A distribution relationship would ease ordering, invoicing and etc., he said.

Are you working any cool vendors with less-than-stellar name recognition? email Barbara Darrow, Senior News Director at bdarrow@techtarget.com,

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