Market and channel acceptance of managed security have taken the IT service beyond the concept phase, according to MessageLabs, which has evolved into a mainly indirect selling player as a result.
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Following increased demand for its managed e-mail service, MessageLabs is to increase channel support to take the technology through its next phase of maturity.
In an effort to strengthen its channel, the firm is consolidating its support infrastructure, uniting its regional partner programmes into a single global entity and increasing the amount of marketing and sales activity.
"Eighteen months ago, we were a mainly direct selling vendor, but now we are mainly indirect with no conflict with our channel partners," said James Scollay, director of partner sales EMEA at MessageLabs.
"In the EMEA region, 70% of our sales are through partners. This compares with 50% globally," he adds.