Menu
AccessData invests $6.5 million into building channel business

AccessData invests $6.5 million into building channel business

The security software vendor is on the hunt for more partners across A/NZ

US-based security software vendor, AccessData is investing $6.5 million ($NZ 7.4 million) into its global channel business that will also include the A/NZ market.

In this region it is looking to recruit a number of enterprise partners with specific expertise in areas such as litigation on IP theft, criminal trials and cybercrime in enterprise and government sectors, also ones that have experience with handling deals valued up to $2 million.

AccessData vice-president of worldwide channel sales, Chad Gailey, said it had look at establishing a channel model in order to grow its business. The vendor has been around for about 25 years, selling direct and embarked on an indirect strategy about five years ago.

“About a year ago I came over from CA Technologies to expand AccessData’s channel model, cover more geographies and customer segments,” Gailey said. "The best way to expand geographically is through establishing a channel model."

AccessData will be investing in training programs, product development, learning management systems, marketing development funds, consultancy training, partner events and sales enablement collateral for resellers.

It has a partner program in place split into two tiers Elite and Preferred.

“When we set up the program about a year ago, we did a study on what our competitors and other software vendors were providing in the way of discounts to resellers and we added that, plus 10,” Gailey, said. “We are going above and beyond what our competitors are doing in the way of discounts to make this a profitable product offering for our partners.”

Partners are also offered access to pre-sales and technical support, as well as deal registration.

So far, AccessData has grown its channel team from three to eight worldwide, including hiring a full time channel sales manager covering A/NZ, Gareth Scott, last month. It has also increased its local head count to include technical, pre-sales and local account managers.

Across A/NZ it has 17 partners and some of its global partners include Dell, HP and IBM.

Gailey said in A/NZ 90 percent of its business will be through the channel.

“We’re after value-add resellers and system integrators that are aggressively going after security type problems,” he said.

Follow Us

Join the New Zealand Reseller News newsletter!

Error: Please check your email address.

Tags AccessDatainvestmentspartner programs

Featured

Slideshows

Examining the changing job scene in the Kiwi channel

Examining the changing job scene in the Kiwi channel

Typically, the New Year brings new opportunities for personnel within the Kiwi channel. 2017 started no differently, with a host of appointments, departures and reshuffles across vendor, distributor and reseller businesses. As a result, the job scene across New Zealand has changed - here’s a run down of who is working where in the year ahead…

Examining the changing job scene in the Kiwi channel
​What are the top 10 tech trends for New Zealand in 2017?

​What are the top 10 tech trends for New Zealand in 2017?

Digital Transformation (DX) has been a critical topic for business over the last few years and IDC is now predicting a step change as DX reaches macroeconomic levels. By 2020 a DX economy will emerge and it will become the core of what New Zealand industries focus on. From the board level through to the C-Suite, Kiwi organisations must be prepared to think and act digital when the DX economy emerges in 2017.

​What are the top 10 tech trends for New Zealand in 2017?
Top 15 Kiwi tech storylines to follow in 2017

Top 15 Kiwi tech storylines to follow in 2017

​The New Year brings the usual new round of humdrum technology predictions, glaringly general, unashamedly safe and perpetually predictable. But while the industry no longer sees value in “cloud is now the norm” type projections, value can be found in following developments of the year previous, analysing behaviours and patterns to formulate a plan for the 12 months ahead. Consequently, here’s the top Kiwi tech storylines to follow in 2017...

Top 15 Kiwi tech storylines to follow in 2017
Show Comments