Marshal lays down channel strategy

Content security provider, Marshal has laid down the foundations for a fresh channel program with plans to sign new system integrators.

Marshal was sold to NetIQ in 2002 and was bought back by the original owners in November 2005. Previously NetIQ sold Marshal products direct in Australia and New Zealand.

Recently, the company opened a Sydney office, appointing Nick Hawkins (pictured) as vice president, Asia-Pacific.

Hawkins said the vendor would now concentrate on taking its product offerings to the channel.

“We are selective about who we chose [as partners] and we are starting off with a round of offerings to the enterprise space in vertical market segments,” he said.

“Currently there are three or four systems integrators who we are talking to that fit into the vertical markets where we have global experience such as government, finance and banking, professional and manufacturing.”

Marshal would sign new integrators by this side of Christmas, said Hawkins.

The vendor’s channel strategy will not be limited to the enterprise sector and includes mid-level and SMB resellers.

Marshal’s channel program has three levels: Premier, Solution and Affiliate Levels, said Hawkins.

Under the Premier Level, resellers will have a specific vertical market focus and a dedicated sales person to help with business plans and meeting sales targets.

Solution Level partners will have a "horizontal industry" focus and get assistance from the vendor on developing marketing and business plans.

Express Data is the exclusive distributor of Marshal’s range of products including, MailMarshal; WebMarshal; Security Reporting Center and Firewall Suite.

There are no plans for Marshal to take on board any other distributors, said Hawkins.