Secure Computing splits distribution, signs Avnet

Enterprise distributors will supply to Gold certified reseller partners that cater to the likes of Fortune 100 and 500 companies whilst SMB partners will cater to silver certified resellers.

“We inherited a lot of partners from the acquisitions of Cyberguard and Ciphertrust and went from two partners to nine. Our A/NZ leg grew by 42 percent and we needed to manage the growth,” said Eric Krieger, country manager A/NZ of Secure Computing.

Furthermore, having the distribution channel clearly divided will ensure reseller margins are retained and the increasingly important role of small business customers and partners is recognised, said Krieger.

As part of the restructure, the security vendor has signed-on value added distributor, Avnet Technology Solutions to join current enterprise distributor partner, itX.

“itX, partner of five years has a strong national strength whilst Avnet has a strong pedigree in the enterprise sector and will significantly grow that market here for us,” said Krieger.

Secure Computing will provide training for engineers and sales training for enterprise distributors. SMB distributors such as BaxIT (NSW), MPA Systems and TechPlus (Victoria), will provide training to resellers new to the security reseller market.

Additionally, Avnet and enterprise distributor Blue Sky Industries, have entered into a strategic alliance enabling its customers to continue purchasing Secure Computing products, maintenance and support from Blue Sky.

Krieger added: "In the coming year we are are looking at hiring a channel manager, marketing manager and introducing a Gold Partner Certification. scheme."