Security vendor Entrust to recruit resellers

The vendor, which provides authentication and encryption products, currently has two resellers on its books but ideally wants 100.

According to Tim Ayling, vice president APAC for Entrust the company is very partner focused and has distributors in Vietnam, Thailand, Hong Kong, Malaysia, and Singapore.

He claims its direct competitor, RSA, the security division of EMC, has snapped up all the resellers but Entrust can offer more cost effective solutions.

“We are actively looking for resellers across the country as we change from a direct model to a partner based model,” said Ayling.

“It’s hard at the moment for a small office like ours to get coverage across the country. While companies are cutting costs, security still seems to be selling. We are growing every year and this year has seen our biggest growth in five years.

“A lot of our solutions are more cost effective than our competitors and next year we have a big focus on driving that message to recruit resellers,” he added.

Ayling is looking for smaller resellers in hard to reach areas of the country and wants to recruit in Perth and Brisbane.

“We want to find resellers in Perth and Brisbane, especially in Brisbane as it seems to be a specific market to Australia where you have to have a local presence,” said Ayling.

Entrust currently has four employees working from an office in Sydney and has worked with the Bank of New Zealand, Geelong Council and other Australian banks, which it cannot name for security reasons.

Entrust claims in order to help businesses grow revenue and drive down costs it can produce e-statements instead of credit card statements, payroll statements, invoices and insurance claims and it also offers a managed service to administer multiple SSL certificates.