In an ongoing effort to clean up its channel model, security and systems management software provider NetIQ has appointed Express Data (ED) as master distributor for its Marshal software in Australia and New Zealand.
The company earlier this week indicated it was on a reseller recruitment drive as it aims to double sales revenue in Australia and New Zealand over the next 12 months.
Former distributors Websecure Technologies and AGE Enterprises have now been forced to buy through distribution following ED's appointment. Those companies were formerly acting as both distributors and resellers of Marshal, said David Taylor, NetIQ's regional director of sales. 'Because they were reselling aswell, they [Websecure and AGE] found it difficult to build a distribution operation,' Taylor said. 'Express Data is going to be the sole distributor,' he said.
Under the arrangement, ED would be responsible for the distribution of NetIQ's Marshal and WebMarshal content security software products.
'Their [ED's] reseller network fits well with NetIQ's focus on businesses that are looking at ways to provide content security and monitoring from a policy and compliance management perspective,' said Taylor.
ED's channel marketing manager Molly Baker added that the distributor works with the number one or two players in specific markets.
'NetIQ's Marshal solutions have become synonymous with email content protection in areas such as spam and viruses as well as responsible web usage. This fits well with our current product mix,' Baker said.
ED's strength in the security market, combined with its expertise in licensing and annuity across Australia and New Zealand correlates with NetIQ's expansion plans, said Taylor.
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