Balabit’s Baldor Kiszei told ChannelEye here in Hungary that 95 percent of its revenue stream is already indirect, but it has ambitious plans to extend its existing model to the UK and to the USA too. It has just hired local man Robert Billingham to build up relationships in Blighty and perform similar tasks in different territories.
It will open a US office in the first quarter of next year, said Kiszei.
“Balabit is a channel driven company,” he said. “Businesses are all different in every country. Historically we targeted local integrators.” They’re essentially VARs – he said but, Balabit has ambitious plans to grow its channel in France. It’s already using Nomeos and iTracenet but is expected to strike a deal with Orange France very soon. It already has five employees in France and so we can expect to see sales staff rise in the UK too.
He said that 15 percent of Balabit’s revenues were generated in the USA in 2013, but basically that’s through its software offerings. It also intends to penetrate the potentially lucrative Middle Eastern market.