Aventail calls for niche partners

US-based SSL VPN vendor Aventail is on the hunt for specialist partners to grow its local market penetration.

The company is seeking security-focused VARs and vertically aligned ISVs to incorporate its products into their own niche offerings.

Currently the company is represented by global integrator, Loop technology, formerly Kanbay, and managed security service provider, Seccom Networks.

The announcement follows the setting up of an Australian office and appointment of A/NZ director, Andrew Drapper, in March.

According to the company's US director channel marketing, Harvey Storms, the move toward a niche approach was not a response to the growth of competitors F5 and Juniper.

“We are very happy with Loop technology as our strategic partner,” he said. “But there are growing markets that have a need for unique vertical solutions which incorporate remote access.”

Such verticals included health, finance, manufacturing and government.

With the convergence of data and mobility, discussions were also under way with several carriers for the provision of a managed remote access service, local director, Andrew Draper said.

Draper would not comment on the number of partners Aventail currently sought but said the creation of a second tier to support an expanded channel had been ruled out for the time being.

“We have had discussions with several distributors but at this time we don’t see the value of distribution,” he said. “It doesn’t fit the current model.”

Draper would also not comment on the company’s current revenue or market share growth, but said Aventail was likely to see around 100 per cent growth next calendar year.