Good Technology anticipates growth with Express Data

Good Technology anticipates growth with Express Data

First-time distribution deal for vendor in New Zealand

Enterprise mobility security and control vendor Good Technology anticipates major growth in New Zealand after it signed on Express Data as its distributor here.

The company has worked directly with resellers in the past, but is looking to the distributor to grow its stable of customers, and expects to have feet on the ground in Auckland or Wellington this year.

“We have deployments in NZ of over 1,000 licences in several enterprises,” says Jim Watson, Good’s VP and corporate GM in APAC. “That’s going to go to the tens of thousands.”

While the company sees itself as an ERP provider, it was listed as a Leader in Gartner’s 2012 magic quadrant for mobile device management, a sector that has been heating up in the country as more organisations integrate smartphones and devices in their infrastructure.

The deal with Express Data, announced at the end of May, covers Australia and New Zealand. According to a statement, Express Data will provide “pre-sales, marketing and commercial assistance” to resellers looking to grow in the enterprise mobility and security space.

“Good has been providing its solutions to New Zealand clients since 2008,” says David Cockerham, director of the vendor’s partner programme in APAC. “Our primary objective was to select the right distributor for New Zealand to be instrumental in continuing our Partner Programme and ensure our partners continue to have the support needed.”

With all of the leaders in the Magic Quadrant — such as MobileIron and AirWatch — and most of the other vendors doing business in New Zealand, the MDM space has become highly competitive.

Watson says he hopes that part of his company’s appeal is its maintenance of “healthy margins”.

“The VAR take-up for Good is quite aggressive,” he says. “I tell people we’re in a perfect technology storm where for years people could work with their BlackBerrys, and that was secure. And other than Good, there was no way of locking those down from a security, email and calendaring perspective.”

Watson says the company has been able to grow with the smartphone revolution, and creates a technology appeal with its dozens of encryption patents that help create a “secure container” sitting behind an organisation’s firewall.

Good has seen takeup in government, legal and engineering verticals, but Watson says he anticipates greater reach, with a mix of enterprise and SMB customers, thanks to Express Data’s work with roughly 2000 resellers in Australia and New Zealand.

“We see Good’s mobile device management solutions as an essential part to many businesses seeking the balance between safety and accessibility, employee productivity and employee privacy,” says Peter Masters, director of marketing and vendors at Express Data, in a statement. “The growing enterprise mobility landscape presents a tremendous opportunity for the channel.”

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