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SMX-FX deal suggests new opportunity for smaller resellers

SMX-FX deal suggests new opportunity for smaller resellers

The cloud email security provider gets some fiber backbone

Email security and hosting provider SMX has added FX Networks to it’s small cadre of platinum partners in New Zealand.

The fibre optic broadband services provider says the deal came out of customer demand for SMX’s cloud email security suite. The companies also shared about 25 customers.

“Considering they provide backbone for government and enterprise it was a symbiotic relationship for us,” says Tiaan Blaauw, vice president of global sales. “It made sense to talk about merging our services, from a cloud perspective and from a productization point of view.”

FX joins Ricoh and Fujitsu to become SMX’s third platinum partner in New Zealand.

“Platinum partners have the option of rebranding and white labelling without having to stand up their own infrastructure,” says Blaauw . “They leverage our products and brand it under their service offering.”

The company licenses its platform to market partners Revera and Computer Concepts, and has an overall 140 resellers, primed for customers looking after companies with 50 to 200 users. The company sells in India, Australia, Japan and has signed up resellers in the UK, according to Blaauw. SMX has global technology partnerships with Symantec, Cloudmark and Openwave.

“The great part of SMX is being agile along with the market trend,” says Blaauw. “Cusotmers six months ago wanted Office 365 and Google apps in an in-country solution and that’s what we’ve done. We’ve got 16 managed datacentres sites globally.”

The gold and platinum partner relationships suggest a third-tier of partners is opening up for smaller resellers, tracking a wider trend in vendor channels.

“That is a possibility,” Blaauw says. “We are having discussions that the partners do a distribution model and we have some resellers that are onselling theirs and ours services (including FX’s fibre backbone). So in the partner ecosystem, we could bundle up a ‘consortium offering’ with smaller Tier 2 resellers reselling product connections through FX to customers that also want to add on email cloud services. That becomes a different discussion."

SMX uses two datacentres in New Zealand, both on the North Island.

Blaauw says SMX maintains a deal registration programme to ensure partners are not stepping on one another’s toes.

“When there is a potential conflict we can look at it and say we’ve got this or that pre-existing relationship and we can have a discussion and be transparent and sort of mediate, and give resellers assurance and transparency.So deal registration is deal control," says Blaauw.


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