Bradford Networks Adjusts SMB Channel Strategy

Bradford Networks Adjusts SMB Channel Strategy

Bradford Networks, which specializes in Network Access Control (NAC) security solutions, remains committed to  small managed services providers (MSPs) as SMB channel partners, though the company no longer has a dedicated, separate group to pursue that market, according to CEO Dan Haley.

According to Haley, Bradford Networks is fully committed to the SMB channel. But rather than building out a separate marketing and support organization for that effort, the SMB channel push will now be handled by Bradford's existing sales, marketing and business development teams.

That approach has triggered some changes within Bradford Networks' organization. For instance, Steve Noel, formerly director of channel support for Bradford.cloud, exited the company last week. "Sadly, I am no longer with Bradford," Noel wrote in a January 22 blog post.


Noel, an Autotask veteran, wrote that he saw "huge potential" for Bradford to promote cloud-based NAC solutions to SMB channel partners. Bradford Networks in early November 2011 announced a SaaS-based NAC push that involved MSPs. The company also hired Synnex and MSP Services Network (MSPSN) veteran Amy Luby to assist the effort. Noel joined the team later in November 2011.

Fast forward to the present and multiple sources say Bradford Networks is reevaluating its SMB channel strategy. But Haley insists the SMB channel initiative remains in place. MSPmentor has left messages for Luby seeking comment. Noel declined to comment beyond his blog post.

Meanwhile, it sounds like Bradford Networks remains in the market evangelizing its cloud, security and BYOD (bring your own device) expertise to end-customers. Rick Leclerc, co-founder and director of Bradford Networks, apparently spoke at a VMware User Group meeting last week about BYOD security strategies.

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