Impact Technology will cease distributing PineApp security appliances directly to Australian resellers, instead handing off that responsibility to a new sub-distributor, Vadis.
Master distributor Impact's relationship with PineApp, an Israeli network security vendor, remains unchanged.
Impact will provide marketing and stimulate opportunities for resellers but Vadis - which is a security focused distributor - will offer value-add to PineApp's appliances, which include Mail-SeCure and Archive-SeCure to resellers.
"Impact has given exclusive rights to sell PineApp in Australia," Peter Agamalis, sales director at Impact told CRN.
He said the decision to go down the sub-distributor route was based on Vadis' expertise [in security].
"Vadis has a niche, we are more a "general distie", he said.
Agamalis said that reseller opportunities will be filtered thought to Vadis.
Vadis, which launched last month has three main areas of focus; cloud services/virtualisation, networking and security. The Sydney distie already has nine vendor partners including ThinkGrid.
Co-founder Gerry Tucker told CRN that the value-add for all parties is the distie's knowledge and understanding in the security space and also its "ability to combine PineApp with other solutions."
Arie Wolman VP sales, of PineApp said the business approach adopted by Vadis would appeal to resellers wanting to shorten the sales cycle in the email security space.
"Vadis came to us with a different and refreshing approach to growing our business in this market.
"We were impressed by Vadis' strategy of adding value to all elements of the vendor-client relationship. They quickly identified the fit for the MASA solution in the market and its benefits to the channel."
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