FileWave to Rely on SYNNEX to Expand Channel

FileWave, a provider of endpoint management tools, has launched a channel program for North America that is anchored around a distribution alliance with SYNNEX.

As a provider of endpoint management tools that can be applied to both mobile computing devices running Apple iOS and Google Android operating systems as well desktops and laptops running Windows, MacOS, and ChromeOS, FileWave estimates there are 25,000 resellers that could add the company’s namesake software to their existing offerings.

FileWave is working with about 50 strategic value-added resellers (VARs) that make margins in the range of 20 to 25 percent on the company’s software, says Chris Russo, vice president of North American sales for FileWave.

The endpoint management opportunity for VARs is being driven by the fact that IT organizations now need a way to centralize the management of devices running multiple operating systems. Rather than acquire a tool to manage each of those types of devices, FileWave provides the means to centralize the management of all the operating systems on those devices.

Many if those devices are undermanaged today, which in turn creates opportunities for cybercriminals to launch ransomware attacks against operating systems running on devices that have not been recently updated or patched, notes Russo.

FileWave is looking to significantly expand its existing base of customers by relying more on channel partners that have established relationships, says Russo.

“They know their market segments better than we ever could,” says Russo.

To help channel partners address that opportunity, FileWave has set up a partner portal through which is make sales enablement tools available. Each partner is also assigned FileWave personnel to help them answer customer questions.

Most channel partners are not going to make a lot of money selling endpoint devices. But the more endpoint devices there are in an organization, the bigger the management headache becomes. The challenge for channel partners, of course, will be convincing skeptical IT leaders that there is really is a set of tools for managing all those different endpoints that works equally well on all platforms.