Tumbleweed recruits more resellers

Currently the vendor has six local partners and is also on the lookout for a value added distributor.

Serdar Yelutas, regional sales manager Australia and New Zealand, said he moved into the role four months ago, having previously been the territory manager of NSW at Trend Micro.

“Tumbleweed has been in Australia for a number of years but because of the dot com bust in the 90s (the company was publicly listed) was hurt and it has only focused its business in the States. However 18 months ago the vendor has reinstated a local office to look after Australia and New Zealand,” said Yelutas.

Yelutas said the vendor is 100 percent channel, although the head office in the US is working towards a sole channel model by late 2008.

“We have a 100 percent channel model in the APAC region. Resellers can expect margins of 45 percent for software and licensing. They can also look forward to margins of 35 percent on hardware. None of our resellers have won contracts based on discounts of products,” he said.

Tumbleweed only wants around 20 partners to sell the SMB product is plans to release on the 10 August, said Yelutas.

“Our solutions have mainly been for enterprise organisations, but we will be releasing a product for orgnisations with 100-500 seats. Although this can be upgraded to 1000 seats,” he said.

Tumbleweed will provide free technical and sales training for all resellers, said Yeltutas.