Bluechip scores 300 new partners in security deal

MPA Systems has sold its distribution operations for security vendor Cyberoam to rival Bluechip Infotech.

As part of the buyout, Bluechip will take on MPA’s 300 Cyberoam reseller partners. MPA will no longer have any Cyberoam operations.

“We started with Cyberoam over seven years ago and took it from no partners in Australia to over 300,” said MPA managing director Guy Goodman.

“We could have continued to grow the business, but the product and partners were growing so rapidly. We would have needed to put more people in different places and we didn’t have the capability to do that. It would have required more investment from us to take it to the next level. “

Goodman says MPA won’t be looking to add a Cyberoam competitor to its vendor line-up, but will instead look towards the virtualisation market, software security, peripherals and utilities.

“I feel a bit of regret because we’ve put a lot of work into growing the Cyberoam business, so it’s a bit sad seeing it move on. But it’s also the perfect time to pass it on. Bluechip’s got a fantastic product and they’ve had incremental growth in their enterprise security products.”

Bluechip also hired MPA sales manager Matt Goodman to head-up the Cyberoam operations as senior product manager. Goodman has worked with Cyberoam since 2008.

“There has been a bit of rivalry between the two disties, but Bluechip has the appropriate skills and reach to continue what MPA has been doing with Cyberoam,” said Goodman. “MPA has built up a strong brand with Cyberoam and its partners, and Bluechip will be able to expand on that brand value.”

Bluechip also hired MPA’s account manager for Cyberoam, Philip Ashford, as business development manager.

“There should be minimal changes, a different place for partners to send orders, they will still have Philip and myself working closely with each partner,” said Goodman. “As an upside we will be mixing in additional resources that Bluechip IT provides.”

The recent acquisition comes off the back of Bluechip’s strategy to enter the software and security market, with the acquisition of Track IT Online last year.

Melbourne-based Connector Systems also distributes Cyberoam in Australia.