Observatory Crest is now distributing the complete Hewlett-Packard security suite in New Zealand as part of its overall strategy to bring security products to market.
The company was already distributing HP’s ArcSight. The announcement that Observatory Crest was adding Tipping Point and Fortify to its portfolio represents the final transition of these products to the HP portfolio.
Tipping Point, a network intrusion prevention solution, came to HP from its acquisition of 3Com in 2010. That same year, the vendor purchased security ISV fortify, and wrapped the solutions together under the HP Enterprise Security Products offerings.
Observatory Crest is taking over distribution of these products as existing distribution deals expire. The distributor, which staffs six people in offices in Wellington and Auckland, in addition to its Australian offices, believes it’s the first distributor in the region to offer the complete HP offering.
The intent is to offer resellers opportunities to sell complementary products from its current portfolio of vendors.
“We try to bring technologies that are in some way shape or form complementary to one or more of our existing products we carry,” says Observatory Crest Martin Christmas. “So when we are talking to partners we can extend the solution set of products they can take to market, by virtue of what we carry. There is very much a strategy of focusing on security.”
Among its vendors, Observatory Crest is distributing Blue Cat IP address management solutions in New Zealand and will begin to deliver Aerohive solutions as well in December, which tackles wi-fi infrastructure with a security element for SMEs.
Christmas says the plan for the next six months is to market these products over the next six months, with an eye toward building complementary offerings that resellers can take to customers with its other vendors, such as F5 and Palo Alto firewalls.
“We’re getting enablement in place, educating partners, growing business for each vendor and delivering on our commitments,” he says. “Then we’ll see where we are on the others side in terms of bringing on new technology that is complementary to what we already do.”
In New Zealand, the trans-Tasman distributor deals with 20 resellers at any given time.
“I think the intent of having a distributor like us in place is to broaden the reach of a product and establish a channel that goes into that SMB and mid-enterprise market space,” says Christmas. “HP customers are an obvious starting point for some of these discussion but not exclusive. It’s very much a strategy around creating far greater awareness than just within the HP customer base for these technologies.”
The distributor places a higher value on bringing new technologies to existing partners than attracting new resellers.
“Having said that, we’re not averse to bringing on products that extend our channel reach,” he says.
Christmas says that after it began to distribute Mobile Iron mobile device management solutions, it increased the number of ANZ reseller engagements by 25 to 30 percent.
“Part of the reason we did that was we knew that if someone was interested in BYOD as a discussion point that Mobile Iron was relevant to that market,” says Christmas. “But unknown to that partner were some three or four other technologies we distributed that would also be relevant. So in one sense technologies that further increase the portfolio for an existing partner are important for increasing the footprint of our partners, and it enables to broaden our footprint.”