In an effort to re-establish a local presence, US-based managed file transfer vendor Accellion has signed with distributor MPA.
Accellion, which has an office in Sydney, was previously offered by trans-Tasman distributor Distribution Central, but that partnership ceased last July.
MPA channel manager Deidre Steyn says her company discovered Accellion a year ago. “We decided that they would fit perfectly within our security practice as we already have McAfee and Safenet. Because it fits across a number of vertical markets including health, media and government, we see specific areas we can target.”
MPA is acting as a vendor in country and is in talks with four of its security-specialist existing partners about adopting Accellion, says Steyn.
Accellion ANZ sales director Kieran O’Shaughnessy, who is originally from Wellington, says he found out about MPA when working in the local IT market. O’Shaughnessy established the Canadian IT services company Hypertec’s local office before relocating to Australia in the late 1990s.
“MPA felt Accellion made a lot of sense for where their business is going and I needed a way to strategically engage the New Zealand reseller market. We’ll be partnering very closely with MPA, as I want to maximise the business for Accellion in the market. We are not looking for other distributors.”
O’Shaughnessy says MPA’s reputation and longevity in the market was fundamental to the deal.
“Their strong focus on the security space is important to Accellion and their ability to be proactive and drive business back through resellers is crucial.”
Accellion is offering partner incentives through its Accellion Channel Partners programme. These include training, technical support, deal registration and marketing.